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LOCAL RADIO'S EXPERT PROGRAMMING RESOIRCE GIVE USA C ML. (800) 426-9081. Circle 7 On Reader Service Card Vel. 3, No. 1, Jan. 1996 We Are Listening Editor in Chief Lucia Cobo

Managing Editor and Whitney Pinion statilolim Associate Editor Angela Novak t.ostation Tuned In Editorial Assistant Shirley Jantz-Sullivan

Contributing Editor Vincent M. Mingo

elcome to the new Tuned In, Radio World's management magazine. After more Publisher than ayear of successful growth, The Radio World Magazine has given way to Stevan B. Dana what you now hold in your hands: Tuned In. Icall upon you to let me know W Associate Publisher your thoughts and suggestions as we continue to evolve and grow together. Carmel King The onset of anew year traditionally is the time for looking forward and trying to dis- Editorial Director cern the shape of things to come. As 1995 drew to aclose, Iwas invited to participate in a Marlene Lane couple of forums and address that very issue. Mat. Editorial Director/Audio As Isee it from the vantage point of covering the radio business with both the newspa- Alan Carter per and the magazine, the business will be molded by three main issues in the ensuing years: consolidation, technology and the Internet. Sales Manager Both as abusiness unto itself and as an electronic medium that is part of the larger elec- Skip lash tronic world of television, cable, fiber optic, etc., radio will continue to find ways to Sales! West Coast achieve efficiencies of scale and growth regardless of whether or not the Congress passes Dale Tucker any telecom reform bill. Aided by amore laissez-faire FCC, radio will consolidate by mar- Sales/Midwest ket and as an industry, wherever it makes sense. Sandra Harvey-Coleman This consolidation is facilitated by technology. Digital advances — be they in the studio, Production Director the RF site or the marketing department — are paving the way for further streamlining of Usa Stafford operations. Publication Mgr./Desktop Systems Mgr. The larger technical story, however, is digital audio radio. The question of whether an in- Julianne Shannon Stone band system is best for radio in the United States or whether it is best for U.S. radio oper- Promotions Mgr./Graphic Designer ators remains to be answered. However, the world is racing ahead with DAB in countries Madhavi Pethe as diverse as Poland, Sweden, the United Kingdom and Germany, to name afew. Production U.S. broadcasters need to propel testing efforts forward or lose their edge over broadcast- James Cornett, Trina Masters ers worldwide. Ad Traffic Coordinator The Internet is the next big story for radio. Only 200 stations had aWeb site at the Kathy Jackson beginning of 1995. More than 900 do so now. By the end of this year, more than 2,000 Ad Production Coordinator stations are expected to be on-line. Lisa Lyons The possibilities are endless: reaching anew generation and potential audience, mining a Classified/Showcase Coordinator new source of revenue and participating in the future world; aworld of electronic tribes, Vicky Baron whereby we are globally grouped by our common interests and not by geography or race. Look sharp, broadcasters. The ele- Advertising Coordinator ments that will propel these changes • Eva Marie Krell are driving our business today. Circulation Director Eleya Wields

Circulation Manager Steven Bowman

Accounts Receivable Steve Berth

Tuned in (ISSN: 1078-2184) is published monthly. by Industrial Marketing Advisory Services. Inc. 5827 Columbia Pike, Third Floor, Falb Church, VA 2204 ... Phone: 703-998-7600. FAX: 703-998-2966. Second-class postage paid at Falls Church VA 22046 and additional -nailing offices. POSTMASTER. Send 3579 forms and address changes to Tuned in, P.O. Box 1214, Falls Church, VA 22041. Copyright 1996 by MAS All rights reserved. For reprints contact: Tuned in.

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rircle 171 On Reerfr.q. . Service Card 67 ' contents

Station to Station: from the editor 4

Letters 8

Market Watch: San Francisco Topography and a saturation of radio voices make for fiercely competitive radio in the city by the bay. 10

Regulatory: Last year's regulatory decisions will define 1996's battles. 16

e--$ I « I:L. N../".,-.% Competition: Evergreen Media's trio of morning stars vie for audience share in Chicago. 19

Programming Profile: WWOZ-FM promotes the musical heritage of its New Orleans roots. 22

IF Ae°‘ Management Journal: Vincent M. Ditingo's monthly examination of how radio execs can utilize management trends. 25

Special Feature: Jingles, bumpers, beds and voice-overs contribute to astation's personality, as well as the bottom line. 29

Format Focus: Christian radio uses mainstream techniques to expand its audience reach. 30

Events Calendar 38

Cover Story: Casey Kasem 42

Facility Spotlight: WIMG(AM), Trenton, N.J. 50 did& tab 1

"The day of the wall between sales and programming is over; you've got to recycle your assets." —Jim Taszarek See page 40. The new Gary Burbank show syndication studios now equipped with Radio Systems' DDS Digital Delivery System.

The 'Broadbank Burbcasting Corp." allow instant access and 110110." new syndicated program. is now in syndication with 17 stations transfer of the comedy Mr. Kenyon was receiving the Jacor Communications' cuts and liners that keep a similarly impressed satellite distributed Gary Burbank this fast-paced show when he saw the Show live from its new studios exciting and unique. system asecond equipped with the DDS Digital Chief Engineer, a". • time at last year's

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Circle 107 On Reader Service Card 01995 HARRIS CORP. offer the level of service that our small sta- reporter in attendance. tion did years ago. Imust say that not all If radio is to survive the competitive envi- groups are like this, but too many are. ronment of the future, it better start doing Yet these same groups will spend countless a better job exploiting its biggest advan- thousands of dollars on programming tage: being local. Radio used to do abetter research and consultants to try and expand job. their audiences. We were always told to put Paul Jensen our best foot forward during local emergen- Destin, Fla. cies because we'd have alot of people tuning in who were not regular listeners. It was a Keeping Jazz Alive great opportunity to grab and keep new lis- Iam a DJ for apublic radio station in teners. Savannah, Ga., that covers the city of Ionce worked with anews director who, Savannah and surrounding counties. We are every morning, laid out that day's newspaper the only station in this area that plays jazz. and began placing large checicmarlcs on sto- We play both contemporary and traditional ries. Each checkmark represented astory our jazz 12 hours aday, seven days aweek. listeners already knew about. If something on the front page went unchecked, he knew Give Print to Non-comms his department had aproblem. Today many I, too, agree with Harrison J. Chastang III FM stations air news only in the morning, (Letters, October 1995) that your magazine and it's all out of the morning newspaper! tends to forget that non-commercial stations News happens all day. Ilong for the days even exist. The October article on the St. when Icould turn on the radio at noon and Louis market is agood example — are there hear the local news. no non-comms in St. Louie? Iam involved in local politics. Our city Ithink some of the best programming is council meetings are always attended by overlooked in the trades because they seem newspaper reporters. Sometimes televi- We DJs do our own programming, with to cater to make-a-buck radio. Other than lis- sion shows up. But with more than a each of us bringing in CDs or albums from tening to my own station, Iseldom venture dozen radio stations claiming to serve our own collections and playing what we above 92. Idon't like hype and being yelled our city, I have never seen a radio want. The station has alibrary of CDs, but at all the time. John L. Stortz Compuserve 72632,130 Going to NÀB?""lell Editor's note: Mr. Storz's letter was written SAME OLD THING EVERY YEAR, RIGHT? before our November and December 1995 issues GET READY FOR SOMETHING NEW! hit the streets. In them you will find anumber of articles focusing on public radio programming and some of its different facets. IMAS Publishing, the home of Tuned In and Radio World — the world's #1 radio and television publisher — has been Where Is Radio's Localism? selected to publish the official NAB Daily News! Your own The letter from John Wiegman ("Return to reliable source of industry news will be there every day with Small Stations") in your November 1995 the latest, delivering the NAB Daily News to all major convention Issue really struck anote with me. You don't hotels and distributing it in the exhibit hall. realize how alike all radio stations sound until you drive across the country, station- TIRED OF BEING IGNORED? hopping all the way. My radio usually winds You can trust the publishers of Tuned In and up on the AM band, where one can still Radio World to cover radio like it's never been hear the local flavor. covered before! For the first time, an industry pub- Fifteen years ago Iworked for asmall- lisher will be covering the issues you need to town station where, whenever alocal emergency arose, such as severe weather, half know about most. We'll have astaff of over 40 specialists the staff showed up. Everybody had their providing in-depth coverage of every aspect of the conference, to responsibilities: checking the wire and produce the most informative, valuable NAB Daily News ever! weather radio (now there's The Weather Channel); interfacing with local emergency Make sure you pick up Tuesday's officials; answering the phone; and of special radio & audio product section! course, on-air. You also found the owner there. Attention advertisers: If you walk into one of today's corporate Want to get your message to EVERYONE at NAB? The new improved branch-office stations during atornado warn- NAB Daily News is your answer! Call 1-800-335-3045 or your regional ing, you're lucky to find one person there, let sales representative SOON! Advertising deadline is March 1, 1996! alone six. In an effort to cut the bottom line as much as possible, many stations will not

8 Tuned In JANUARY 1996 Miles Davis

Jones Satellite Networks STACKS UP! The best selection of • successful, proven formats. for the most part, we use our own. The DJs, whose tastes in jazz vary between traditional Major Market Sound and contemporary and acid jazz, make this station unique. Ido acontemporary show A Continuously Researched Music Mix three times aweek, but if Ifill in for someone, Iplay traditional. Dependable, Consistent On-Air Talent We do not advertise our station, but word with Experience in Markets of All Sizes of mouth has built our listenership. We give our audience all types of jazz in acity that plays mostly country and R&B. Ample Opportunities for Localization My point is that both kinds of jazz can coexist on one station, as long as listeners You Control Your Local Market know who and what is on the air at agiven Presence, Sound & Impact time. Iagree with your articles (October and November 1995) that jazz is an art The Market's Most Reliable, that we must keep alive, but there is no rea- Affordable Delivery System son to "dis" contemporary jazz. Con- temporary jazz artists are influenced by tra- As aJSN affiliate, you have more time to focus on ditional artists. sales, promotions and community visibility. In an interview I had with Chuck There's aJSN format to match your individual Mangione, David Sanborn and Grover market needs. Call us. Discover how JSN Washington Jr. they all noted that atradi- tional jazz artist was their biggest influ- advantages stack up in your favor. ence. Chuck said he loved Dizzy Gillespie, David said Coltrane was his idol and Grover said that Charles Mingus, Coltrane Country and Charlie Parker were the musicians he listened to. It is unfortunate that an original American music such as jazz is the least likely to get coverage. There should be more jazz stations in more markets, large and small, to keep this music alive. Iam proud to play the music Ifell in love with when Iwas 15 and to introduce listeners to both smooth and traditional jazz. Iwant to thank you for those articles. Again, we here at WHCJ are doing our best to keep jazz alive in atown where it's like water in adesert. JONES SATELLITE NETWORKS' Michael Flowe Disc Jockey Call Gene Ferry, National Affiliate Sales Manager at 303-784-8700 WHCJ-FM Jones Satellite Networks is a subsidiary of Jones Intercable, Inc. Savannah, Ga. Circle 134 on Reader Service Card

Tuned In JANUARY 1996 • I I R e LIV 'JP

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aybe it's the fault lines that crisscross their based morning show is simulcast locally on dank way under this city by the bay, or the gravi- rock station KRQR-FM. M ty-defying hills that can make driving a The radio duo showed up early one morning at stomach-churning adventure, but whatever the reason, Mayor Frank Jordan's home high in the San Francisco San Francisco is one metropolis that prides itself on hills. Not only did Jordan invite them into his house, being just abit off center. but the mayor — just 11 days away from atightly con, Nothing illustrates that better than an outrageous tested election — agreed to get buck-naked and take a publicity stunt pulled off in late October by FM morn- shower with the DJ team. The whole surreal stunt was ing disc jockeys Mark and Brian, whose Los Angeles- broadcast live, and amercifully cro ped photo 11> of the lathered-up trio appeared the same Susquehanna Radio Corp.'s two stations — in revenue from promotional tie-ins with ven- day in local papers. KNBR(AM) and KFOG-FM — pulled in dors. One station, which did not want to be While most locals viewed the stunt as the about $29 million; while CBS Radio Station identified, was able to negotiate apromotional scariest shower scene since "Psycho," it illus- Group's all-news KCBS(AM) booked about deal between Kellogg's Cereal, Ringling trates just how far local radio stations will go $17 million. to make an impact in the fourth-largest, and "Advertisers know that Californians love their most-competitive, radio market in the nation. cars. So the large number of radio stations in this market and the wide audience they reach The large number of Competing for ears have made radio avery cost-effective advertising With roughly 70 radio stations competing medium," says Tom Martz, head of the radio stations in this for the ears of about 5 million Bay Area lis- Northern California Broadcasters Association. teners, San Francisco has ahigh number of Local retail and automobile advertising is on market and the wide radio stations per capita. As aresult, ratings the rise, according to Roger Becker of Becker are tight and station managers fight fiercely Media, alocal radio and television advertising audience they reach have for every advertising dollar. buyer. The Shane Co., aDenver-based jewelry Despite the competition, ad dollars contin- chain, regularly spends about $1 million in made radio avery ue to climb. Total revenue for the market radio ads spread out over 10 stations. The was expected to approach $200 million in Men's Wearhouse, anational discount chain, cost-effective 1995, up from $187 million one year earlier, pumps more than $500,000 into Bay Area according to industry estimates. radio. Television stations also use an increas- advertising medium. Capital Cities/ABC Inc., owner of ratings ing number of radio ads to draw in viewers, leader KGO(AM) and its sister talk station especially during the sweeps months of KSFO(AM), is the market's biggest bread- February, May and November, Becker says. Brothers and Barnum & Bailey Circus and a winner, pulling in an estimated $32 million Many station advertising managers also look local supermarket chain. The campaign was in revenue last year. York, Pa.-based outside the traditional buying services to pull funded 100 percent by Kellogg's and brought $100,000 in ad revenues to the station. "Stations love this kind of program because it avoids the buying services and ad agencies, which are always trying to negotiate down rates. The vendors usually pay at the top of the rate card," said alocal radio ad buyer. Notice too that San Francisco is one of the few radio markets in the country in which the top stations — KGO, KCBS and KNBR — all transmit on the AM dial. It's aquirky fact explained, in part, by the area's roller- coaster hills, which can wreak havoc on even the strongest FM transmission signals.

60 Tough city for FM 680 "There are very few FM stations that can 99.7 01 s 5.6 Infini 4¡Bro‘edca cover the entire Bay Area because the moun- C(AM) 610 Oldi 2 Infinity e9.4.ilçástin g tainous topography creates so many KYLD-FM 107.7 Arthui deadspots," says Becker. "To be atruly effec- Se KYLZ-FIO 991- 41-eéyel as cez 3 tive FM station, you need agreat tower loca- 01-FM. 101.3 A..12. Ëvergreen Media Corp. 3.5 tion and some serious transmission power." SF-FM 1031 NAO 8,4) Brown Broaddirksting Co. 3.3 KGO President and General Manager 4. Alternative 8.0 giusqt*hanna Radio 3.1 Mickey Luckoff adds that talk and news for- Modern Rock 8.5 Entercom mats do very well in San Francisco because 8.0 Inn'er City Broadcasting. locals have aserious appetite for news and ostalgia 1.5 Shamrock Broadcasting current events. %own Broadcasting Qq. 2.5 "The Bay Area has one of the most highly Classical -1.7 eown Broadcasting 'C& 2.g educated populations in the country. People 4.9 Country • 9.5 Shamrock Broadcasting 2.4 here read more and are interested in what's 95.7 News/Info 10 CBS Radicetation Group 2,1 going on in the world and their community. 98.1 '70s Oldies, 1.8 Shamrock *padca g 2.0 That kind of attitude attracts listeners to 98.5 Alternative — Infinity Broadcasting 20 news and talk formats," he says. 9 AOR E3ayCom tners. L KGO's ratings back up Luckoff's claims. The urchteed by Chaneellor QemÉnunic station was actually the first to coin the phrase "NewsTalk" and has been number one with ations are ranked in order of Arbitron Sum 12+ listeners since 1978, most recently with a formatHon provided by BIA PubUcationJ 6.7 share in the Summer 1995 Arbitrons. sterAccess Radio, .analyzer Database softw San Francisco is known as one of the last 4, bastions of liberalism in the country, afact

12 JANUARY 1996 format in town," he says. ing from its morning slot on KOME-FM to KGO's toughest competi- KYCY, which many insiders expect will drop tion comes from KCBS, its young country format. now owned by West- Jim Hardy, station manager at KOME-FM, inghouse after its purchase denies Stern's departure, stating that the of CBS. Frank Oxarart, controversial morning host has helped earn KCBS general manager, the station a4.2 share overall in the much- bristles at the suggestion coveted 18-34 market. In fact, morning dri- that KG0 is number one ve-time ratings have shot up to a 7.2 share in the market, pointing to from a2.8 share because of Stern. his station's number one KFRC also is astrong performer, primarily ranking in both the because it operates as the area's only oldies morning and afternoon station. Previous owner Alliance helped drive-time slots. "More secure KFRC's stronghold by purchasing people are listening to our oldies competitor KYA in 1994. In the station from 6 a.m. to Summer 1995 book, the KFRC pulled in a midnight than over at respectable 4.0 share for audiences 12+. KGO," he says. The main reason that industry experts Unlike other news stations that have begun to San Francisco rely heavily on talk shows, Financial Snapshot Oxarart says audiences appreciate the station's Market Rank 4 serious content. "We Revenue Rank: 4 decided several years ago Numbeidllof FMs: 37 to remain all news — that Number it AMs: 26 meant no talk shows, no how-to shows and no Revenue 1: $172 mil. sports talk. Listeners in the Revenue 2: $165 mil. Bay Area are interested in avenue 1993: $178.5 rnie, the big picture. They are venue 1 :$15 mil. more attuned to current enue 1 •$277 Oil. est ▪ events and we try to give 011 San Francisco's roller- them as much as possible." ve th Of course, the decision by KCBS to buck the coaster hills wreak havoc talk trend is made easier by Westinghouse's on FM transmission signals. 62% t ownership of KPIX-FM, anews/talk station 4 that has generated fairly good ratings in recent reflected in KGO's stable of talk hosts. months, primarily from its gavel-to-gavel cov- "You really have to fight for market share erage of the O.J. Simpson trial. Operating as a here, so we have a broad spectrum of talk duopoly, Westinghouse can retain the sanctity show hosts, balancing liberal, moderate and of its all-news station and still attract talk e $ conservative views," Luckoff says. radio fans. Yee • e $45, But, as ratings nationwide indicate, conserv- Bay Area radio has not been immune to erage ative talk radio is still king, so in September the ownership and format changes that have 1994, KG° Radio purchased its only direct come with deregulation. One of the biggest talk rival, KSFO, from First Broadcasting Co. deals of 1995 was the sale of the seven sta- KSFO was known as "Radio with an tions owned by Alliance Broadcasting to Source: Attitude," and featured young, liberal hosts. Infinity Broadcasting for $275 million. The That all changed under KGO's management transaction gave Infinity aduopoly in the expect KYCY to drop its young country for- The station was given the equivalent of a San Francisco market, adding oldies station mat is because of the second major radio brain transplant and was transformed into an KFRC-AM-FM and young country KYCY. deal of 1995 that affected the Bay Area. ultraconservative "hot talk" station appealing FM to aroster that already included alterna- Burbank, Calif.-based Shamrock Broad- to listeners who view even Rush Limbaugh as tive rock KOME-FM in San Jose. casting sold its four Bay Area stations — left of center. "The movement toward chain ownership country stations KNEW and KSAN, '70s of radio stations has driven station prices station KBGG and nostalgia/big band Not immune through the roof — in this market as high as KABL(AM) — to Dallas-based Chancellor While ratings are still hovering around a1.0 17 times cash flow," Becker says. These esca- Communications. The total deal involved 19 share, Luckoff says KSFO appeals to ahigh- lating prices only exacerbate the pressure to stations around the country for a record income, mostly white male demographic that find an audience niche that will boost sta- $395 million, making Chancellor the fourth- is attracting some serious advertising dollars. tion revenues at aquicker pace, he adds. largest radio group in the country. "We had our problems at first, but the sta- While Infinity has yet to make any format If Infinity drops young country from tion has turned the corner and it only helps changes to its new stations, industry rumors KYCY, the format can be picked up by us solidify our position as the dominant talk have the popular Howard Stern show mov- Chancellor's ICBGG, which would give it BF

Tuned In JANUARY 1996 13 all three country stations in the market second radio market after Another duopoly undergoing some success- Seattle to program the station, ful format changes is Brown Broadcasting, which has plans to expand into which owns KDFC-AM-FM and KKSF-FM. 10 cities in the coming months. Jazz radio, once thought dead in San Jodell Seagrave, president of Francisco, is making acomeback in an Kidstar Interactive, the Seattle- upscale form on KKSF. The station's based programmer of the fledg- "smooth jazz" format shuns older, traditional ling network, says the radio sta- jazz musicians for younger new-age artists like tion is just one part of a Kenny G. In general, the station is more multimedia kids network that rhythmic and diverse. It's also more popular also includes amagazine, an — posting an impressive 4.5 share for listeners interactive phone system and a 25-54, which tied ratings leader KGO. membership program. "San "KKSF is avery well-strategized and well- Francisco is important for us marketed property," says Becker. "The sta- because it represents our first tion puts out aCD sampler every year that step outside the Seattle market. has raised more than amillion dollars for We believe that our program- AIDS research. Management has positioned ming will prove to be very pop- the station to be community-oriented, and ular with Bay Area kids and listeners and advertisers are responding." their parents." The Kidstar network is backed Radio for kids by some significant sponsors — Brown also made aradical change to its toy maker Bandai America Inc.; KDFC(AM) property in order to boost sat Japanese telecommunications ging ratings and make the station profitable. giant Nipon Telegraph and In late September, the station dropped its Telephone; CSK Venture Capital, classical format and became Kidstar, a24- ashareholder of Sega Corp.; hour radio network consisting of news, Benesse Corp.; aJapanese educa- music, sports and features aimed at children tional material publisher; and ages 6to 12. San Francisco became only the Vulcan Ventures.

Irving, Texas-based Evergreen Media also controls a strong duopoly in the San ATTENTION P.O.s Francisco market through ownership of third-ranked CHR KMEL-FM and eighth- Schedule the best in "CLASSIC RADIO" with ranked adult contemporary KIOI-FM. With a4.6 share for Summer 1995, KMEL. FM is the highest-rated FM station in the Bay e‘tiz,„ W-44 - • Area, playing asolid mix of Top 40 hits. Hosted by Radio Hall of famer STAN FREBERG, the man who Industry estimates put the station's revenue at drained Lake Michigan and filled it with hot chocolate around $12 million. "The only connection eitt, between us and KIOI is that we have the same owners. We haven't experienced any format changes as aresult of being part of aduopoly," says KMELFM Station Manager Dick Kelly. What's in store for San Francisco radio in the fùture? Well, most executives expect TOE IFE. more consolidation, more format changes OF RIITEY and even tougher competition as owners put

!Act( pressure on station managers to find a SUSPEHSE strong audience, and find it fast. Limn on, "You really have to do your homework and gee-5elie fight hard for market share here because there are so many stations," says Luckoff. 810MCKHOuts ewes it fete "But the overall revenue pie keeps growing and the value put on stations is going ' --eapdH through the roof. I'd say it was areally great Five shows per week-54 minutes each300 % ci0!) time to own aradio station." - -mrSeationsi° • BARTER, NO CASH PAYMENTS! For afree CD contact David West. Adam Feuerstein is areporter for the San Francisco Business Times, covering media, DICK BRESCIA ASSOCIATES (201) 385-6566 marketing and real estate. He swears that he didn't take ashower with anyone mentioned in i3lW"- _- • this article. Circle 189 On Reader Service Card

14 II=3 JANUARY 1996 I Move Up from Carts to Touchscreen Digital Audio Play Anything ...At A Touch The best way to improve your radio station is to 8:15:38A Copyright 1994-5 by Scott Studios Corp. put all your spots, sounders and sweepers on- ICan Love You Like That line and ready to play instantly from hard AII-4-One n7 :11/4:05/F HIT HM0105 8:15:47 . disk. Creative talent sounds better than ever with Scott Studios' new touchscreen digital audio he for 2 Weeks in July '95 system. Here's how it works: Six buttons on the left of 1his Ain't A Love Song ! Auto Bon Jovi the large computer touchscreen play what's on your log. Scheduled spots, songs, promos, PSAs 7/4:13/F HIT HM2608 8:18:44_ r — — and live scripts come in automatically from your Contest Promo Bed production studios, traffic, music and copy computers. Jocks can revise sweeps at a touch Instrumental (with the arrows at mid-screen), or work with the :00/0:30/F PRO 702214 8:22:42 full day's log and add or rearrange anything. Burger King S2 Breakfast On the right, 17 "hot keys" start unscheduled Q: ILove This Place! jingles, sounders, effects, comedy or promos on :O/1:00/C CM DA1103 8:23:43 the spur of the moment. Your morning show _ will benefit from 26 sets of 17 user-defined A K-Mart Photo Finishing SB More instant audio "hot keys". aPPY CI: Across from Eastland. 'day Even, You can preview anything in acue speaker at a :01/1:00/C COM DA4310 8:24:01 • touch. The Scott hard drive even lets you listen to endings while that song is playing on the air. Jingle And nothing beats the Scott System for easy Q: Q-102. levels. Touch the label on the screen, moving :00/0:06/C JIN DA1037 8:25:01 right to left to fade as desired. If you'd rather adjust levels on the console, channel numbers The Scott Studio System is your best way to make the move to digital audio and eliminate troublesome show clearly on each start button. carts. The touchscreen instantly plays whatever you want. All scheduled spots, jingles, promos, scripts and songs come in from your traffic, copy and music computers.

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Circle 74 On Reader Service Oard Review, Preview

The Year That Was, ti:!gulatory The Year That Might Be

kay, 1995 is in bag, so here it is: the what to do with its minority ownership poli- cency, the odds are that many broadcasters soon-to-be-traditional Cole's crystal cies. Next, there is the Haley, Bader & Potts won't try to fight city hall on this issue. 0ball forecast. Oddly enough, the big petition. Even if the FCC continues to play Witness, for example, Infinity Broadcasting, issues this past year — and the ones likely to Mickey the Dunce, some public-spirited citi- which ultimately caved in and ponied up make news this year — bear astriking simi- zen might still try to get acourt to goose the $1.7 million rather than litigate the Howard larity to the hot and happening items we FCC into looking at the questions presented Stern cases. noted ayear ago: EEO, indecency, multiple by the law firm. ownership, various technical matters and Finally, there is the seven-year renewal Avoiding litigation regulatory fees. application cycle that is in full swing. Few We may see some local litigation of FCC The most remarkable thing on the EEO things bring out EEO litigation as much as indecency fines, possibly as early as 1996. A front happened not at the commission, but renewal applications. This time around, strong argument can probably be made that, at the Supreme Court. In June, the court Adarand may prove apotent weapon in such where a show like Stern's is popular in a announced new standards for federal affir- litigation. market, that popularity establishes, as far as mative action programs, including FCC Bad news here in the area of indecency. that market is concerned, that the show minority ownership policies. The ruling in The U.S. Court of Appeals in Washington can't really be deemed "patently offensive." Adarand vs. Peña provided a reasonably upheld the FCC general "safe harbor" But, in view of the potential downsides — not the least of which would be the potential cost of litigating the issue, with no absolute guarantee of success — it will not be surpris- ing if most broadcasters elect the course It's "look, ma, no hands," Infinity took. No real developments on the multiple as the FCC decided to permit unattended ownership front this past year, but that could change big time if Congress actually passes, and the president signs, the telecom- operation of all stations. munications bill that has been kicking around since early last summer. Both the Senate and House versions of the bill pro- - .11111P"-- vide for complete deregulation of radio ownership, meaning any U.S. citizen could own as many radio stations as he or she wanted strong argument for the proposition that approach to broadcast indecency, including wherever he or she wanted. the FCC EEO program as it presently the FCC less-than-helpful "definition" of As of this writing, aconference report filled stands is unconstitutional and should be indecency. While the Supreme Court may with bipartisan agreements on questions of deep-sixed. take alook at this issue next year, our best media concentration is expected to roll off the guess is that, unfortunately, the Court of presses shortly. The vice president already Rethinking EEO rules Appeals will be affirmed. expressed his support for the new bill, but In August, the law firm of Haley, Bader That would leave the FCC free to go after some Republicans sounded more reserved. & Potts filed a petition asking the com- individual broadcasters for allegedly indecent The compromise is believed to provide a mission to rethink the propriety of its broadcasts. While those broadcasters will schedule as to how many stations an owner EEO rules in light of Adarand. So far, the still have the right to take their case to a may own in aparticular size market. The origi- FCC has pretended that nothing was local jury of their peers on the issue of inde- nal legislation would have lifted all ownership filed, and it has done nothing at all about caps, but the new bill could change the face of the question. U.S. radio just as dramatically. The impact of Adarand on avariety of FCC The big news involves technical matters. policies is likely to crop up in 1996. First, It's "look, ma, no hands," as the FCC decid- by Harry Cole the commission is already reconsidering ed to permit unattended operation of all —

16 Tuned In JANUARY 1996 that's right, all — broadcast stations. You of results may be avail- don't need any prior approval, but you will able as early as March EEO need either "highly stable equipment or auto- 1996. It could happen, mated monitoring capabilities," and you also but don't bet the farm. will need to be sure that you are in compli- No real news about ance with the requirements imposed by the fees, but some bad vibes License Renewal Emergency Alert System (i.e., the revamped for the future. Con- gress, as part of its budget wrangling, is now making serious noises Indecency Congress is now about auctioning new broadcast frequencies. making serious noises While no proposals are on the table yet about Owners hip limitations about auctioning new auctioning existing broadcast licenses, that broadcast frequencies. notion is not too far- fetched. After all, the next time most licenses AM expanded band will be due for renewal will be just about the Emergency Broadcast System). The FCC is time that Congress and EAS banking on the overall reliability of equip- the president are claim- ment and the willingness of broadcasters to ing that they will have double-check their equipment to make sure the budget balanced. that it really is as reliable as they think. So the pressure will likely be on to find as If you have any questions about any of It is in everybody's interest that no reports many potential revenue sources as possible, these items, you should be sure to contact of rampant interference crop up here and and where better to look than the broadcast your communications counsel. For our part, there, as the commission could conclude industry? Of course, talk of auctions might we'll just wish you Happy New Year. MI that this whole unattended operation idea, just be an opening gambit, with the actual although nice in theory, won't work in prac- result instead being some kind of grossly Harry Cole is aprincipal in the Washington- tice. So we would urge caution on the part of exorbitant annual fee (even bigger than the based law firm of Bechtel & Cole, Chartered. all who choose to operate unattended. current annual regulatory fee). He can he reached at 202-833-4190. By the way, the new EAS was adopted in its final form in 1995, but by October the FCC had delayed its implementation until January 1, 1997. Of course, the commission still encouraged all broadcasters to upgrade to EAS as soon as possible. Perhaps the biggest non-news on the technical front is that the long-awaited rulemaking concerning RF standards and ANSI guide- • "IT IS VERY lines is still on the drawing boards. Last year IMPORTANT TO the word was that we could look for adeci- KEEP LIBERALS sion in 1995. As it turns out, it looks like the AROUND FOR RE- proceeding's magic number is now 1996. SEARCH IF NOT FOR j Here we go again BREEDING r And in the didn't-this-already-happen-once- PURPOSES!" before category: We have the ongoing saga of the AM expanded band proceeding. Devoted followers of this topic will recall that, in October 1994, the commission announced the results of its years-long over- haul of the AM band. At the end of this past summer, however, it was back to the drawing boards. It seems that some folks were able to con- vince the commission that its own database was not accurate, so that the calculations performed using that database could not be relied on. That meant that the AM expanded band matter is still unresolved, although the FCC has suggested that the next batch Circle 151 On Reader Service Card

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FieldFone" provides the best audio over one Specifications standard phone line. It is the first codec designed for breaking news, sports reporters, on-site Frequency Response: 20 Hz to 6.5 kHz, +0/-3 dB promotions, and talk shows. Signal-to-Noise Ratio: 84 dB (ref. +8 dBm) Distortion: 0.08% THD+N FieldFone" is your answer to high quality, bi-direc- Data Rates: 28.8, 24, 19.2 and 14.4 kb/8. tional remote broadcast recording—without ISDN Line Input +21 dBu maximum, 600S2 or lines! Turn your ordinary remote broadcast into >20ka, selectable, balanced an extraordinary broadcast quality event Mic Input: Gain 26 to 73 dB, balanced, 201d1 Line Output Level: odBu, nominal Headphone Output: +15 dBu, 30e, separate level controls for Send and Receive audio FIELD FONETm AWARDS Power: 90-250 VAC, 50-60 Hz Radio World—"Cool Stuff" Dimensionz 4.5"H x11"W x13"D Weight: 12 Pounds Broadcast Engineering— "Pick Hit For Radio" TV Technology—"Mario Award" Circle 164 On Reader Service Card For information and your nearest dealer call: Tel: 908-739-5600 Fax: 908-739-1818 Fax On Demand: 908-935-2777 eFIELDFONE MUSIC,AM USA, 670 N. Beers Street, Building 4, Holmdel, NJ 07733 USA MUSICAM USA The Niche That Fits

Three Evergreen Outlets Battle It Out In Chicago's Morning Drive

to 54 is who we're looking for; black, white WLUP's personalities were spread out over t' s8:30 in the morning, and people the two stations. Music was played on are just beginning to trickle into their or Hispanic. If someone thinks asong is entertainment and wants to come over to us WLUP, WRCX was ahard rock station and offices in Chicago's John Hancock WMVP was amix of sports and talk. and laugh at ajoke, I'd say we're all in the Center.I But the hallway of the Evergreen In 1992, Evergreen came up with ablue- same game. We're all trying to get them to Media Corp. suite of offices on the 37th print for three distinct radio stations in tune into the station." floor is acacophony of sounds as Steve Dahl response to an even more fragmented indue- (In Chicago, Evergreen also operates and Bruce Wolf of the WMVP morning smooth jazz WNUA-FM, urban contempo- try. show compete with Máncow's Morning "We brought in the Blaze (now WRCX) in rary WVAZ-FM and hip-hop WEJM-AM- Madhouse on WRCX, Jonathon 1993, and in doing so changed the format of FM.) Brandmeier's WLUP talk mess and aloud WLUP and WRCX and AM 1000," says "The same company owns the radio sta- printer in anearby office. Lawrence Wert, VP and GM of tions, but we're all interested in get- Dahl, along with his former partner Garry WLUP. "In essence, we took ting as many users of our sta- Meier, made aname rewriting the rules of two rock stations out of the tions as possible," says talk radio in Chicago in the early 1980s. format in the Loop and WMVP Programming VP Brandmeier followed suit ashort time later Blaze and created an Greg Solk. "But if we have with alethal combination of energy, wit and opportunity for three different types of outrageous stunts. In less than ayear, WRCX. We then lined listeners each station is Muller has captivated awhole new genera- up our proven person- trying to attract, then we tion of listeners with acalculated combina- alities on WLUP to cre- don't have to cannibalize tion of his predecessors' skills. Indeed, they ate a very unique each other." put on three of the most innovative morning talk/entertainment shows in the nation. And they're all on sta- product on the FM band. Specific audience tions owned by Evergreen. That in turn led to the Evergreen Media CEO Jim "This is probably the most competitive birth of WMVP, which had de Castro says that part of the morning show market you'll see anywhere in always been along-term vision." company's strategy is to target spe- the country, with its big-name talent," says At the same time, the company cific audiences with each station. WLUP Programming and Production weathered the breakup of Steve and Garry Director Matt Bisbee. -"There's alot of big- "I feel there is alarge enough niche for each station to have asignificant audience and dumped Howard Stern from AM 1000. time advertising dollars, and everyone is going Evergreen also won aheated competition for on its own," he says. "People who listen to for the same piece of pie. Whoever can come the rights to Chicago White Sox baseball WRCX are not necessarily people who up with it will be considered the winner." and Bulls play-by-play. But Bisbee does not see the other would listen to WMVP. There is not alot of overlap between asports and rock station. Three very distinct stations have emerged. Evergreen stations as being in direct compe- WLUP evolved into the nation's premiere tition with each other. Indeed, the program There's more overlap between Mancow and the Loop. But if you're 41, you grew up with FM talk station. In light of increased morn- directors at the three stations point out that ing-drive competition — Muller consistently sports-talk WMVP attracts the over-30 lis- Steve. If you're in your 30s you grew up with Johnny. People in their 20s listen to beats the other two stations in the ratings — teners, rocker WRCX does well with listen- Mancow. Of course in the broad demo- Brandmeier recently was moved back to ers 18 to 34, and WLUP is skewed 25 to 54. mornings from afternoons. "I'd be lying to While all three are aimed at men (with graphics radio does, they are competing." But there weren't always three distinct say Mancow didn't have anything to do with WLUP pulling in the most women), they the decision," says Bisbee. "But mornings each have adistinct niche. stations. Until ayear and ahalf ago, most of are (Brandmeier's) natural shift." "Basically, they're three different radio sta- Bisbee says Brandmeier's biggest competi- tions with different profiles and different tor is WON morning nice-guy Bob Collins. visions of themselves," says Bisbee. "Of "But Steve Dahl, Mancow and Stern were course we compete with them. But everyone probably not happy to hear Johnny B. was is our competition. by Cara Jepsen coming back to mornings," he adds. "Anyone with an Arbitron diary who is 18

Tuned In JANUARY 1996 I le A Little Cayenne r programming With Your Radio?

VVVVOZ Spices up New Orleans Airwaves

tor for the past five years. Instead, the staff he "Rajun Cajun" arrives in New fans and hundreds of musical acts, from of 80 volunteer programmers — many of Orleans via cab from the sparsely pop- zydeco to rhythm and blues, to the city each whom are Crescent City musicians, poets, ulated West Bank of the Mississippi spring. Much of the music owes its roots to T promoters and hard-core scenesters — make River. For an hour and ahalf each week, New Orleans and the surrounding region, Johnny Fasullo, avolunteer programmer on the matrix from which much of America's WWOZ-FM, broadcasts traditional two-steps truly authentic musical culture developed. alongside new releases straight from On the edge of the French Quarter, non- The station has Lafayette, La., the hub of Cajun country. commercial wwoz takes aunique position "Ah, yeah you right," Fasullo exclaims on in the world of radio — an FM that promotes been without a the air before launching into his first set. the musical heritage of aspecific region. "Cajun in the blood. How 'bout dat?" The uniqueness of that position and Fasullo is just one programmer for apro- the popularity of the music the station program director for THE SOUNDS OF NEW ORLEANS the past five years.

their own programming decisions. "The programmers are the hidden ele- ment," Freedman says. "Their programs are a product of their passion for the music, their collections and their vast knowledge of the music. It would be almost impossible to 4 0 replicate the vast collections they are draw- 9P ir:» '2 " IF 40%A. ing from, and it would certainly be difficult promotes lead people in the industry to to replicate the richness of filtering that gram schedule that, on the surface, seems to speculate that WWOZ may be a big music through 80 sensibilities." defy description. Sandwiched between piney player when netcasting and direct satel- At 4kW, the station is dwarfed by two 50 woods bluegrass and contemporary jazz, the lite broadcasting make national FM kW non-commercial neighbors: NPR affiliate weekend Cajun block is joined by Caribbean, WWNO-FM and '9VRBH-FM, which provide reggae, Latin, African, blues, Irish, New "superstations" feasible. "Much like the Jazz Festival itself, readings of magazines, books and newspapers Orleans rhythm and blues, and more. IWWOZI is akind of guardian of culture," (including the New Orleans Times-Picayune) Explaining that diversity was challenging for for the blind and print- handicapped. WWOZ General Manager David Freedman says Steve Rathe, producer of the NPR pro- as he networked his way through the National gram "Jazz from Lincoln Center," and a board director of the Association of Community product Association of Broadcasters Radio Show in Independents in Radio. "It's also an active A product of the community radio boom New Orleans last September. "I can't tell you that began in the 1970s, WWOZ was found- how many people Iran into who asked, exponent. It nourishes the culture in every possible way by celebrating the people who ed by Walter and Jerry Brock, two brothers 'What is your format?'" Freedman recalls. who cut their teeth at KCHU in Dallas, one "They are looking for the magic bullet. make it." The 15-year-old station, an independent, of the stations launched by community radio has by choice been without aprogram direc- godfather Lorenzo Milam. Musical heritage After four years of operation, the station "All 1can ever tell them is, if you've ever was awash in financial problems. Enter the been to the New Orleans Jazz and Heritage New Orleans Jazz and Heritage Foundation, Festival, that's our format," he adds. The the nonprofit foundation that produces the Jazz Festival is an immensely successful 10- by Andrew Bowser Jazz Festival, which took over the day affair that draws upwards of 400,000

Tuned In JANUARY 1996 The Niche That Fits

Three Evergreen Outlets Battle It Out In Chicago's Morning Drive

t's 8:30 in the morning, and people to 54 is who we're looking for; black, white WLUP's personalities were spread out over are just beginning to trickle into their or Hispanic. If someone thinks asong is the two stations. Music was played on offices in Chicago's John Hancock entertainment and wants to come over to us WLUP, WRCX was ahard rock station and Center.II But the hallway of the Evergreen and laugh at ajoke, I'd say we're all in the WMVP was amix of sports and talk. Media Corp. suite of offices on the 37th same game. We're all trying to get them to In 1992, Evergreen came up with ablue- floor is acacophony of sounds as Steve Dahl tune into the station." print for three distinct radio stations in and Bruce Wolf of the WMVP morning (In Chicago, Evergreen also operates response to an even more fragmented indus- show compete with Mancow's Morning smooth jazz WNUA-FM, urban contempo- try. Madhouse on WRCX, Jonathon rary WVAZ-FM and hip-hop WEJM-AM- "We brought in the Blaze (now WRCX) in Brandmeier's WLUP talk Megg and aloud FM.) 1993, and in doing so changed the format of printer in anearby office. "The same company owns the radio sta- WLUP and WRCX and AM 1000," says Dahl, along with his former partner Garry tions, but we're all interested in get- Lawrence Wert, VP and GM of Meier, made aname rewriting the rules of ting as many users of our sta- WLUP. "In essence, we took talk radio in Chicago in the early 1980s. tions as possible," says two rock stations out of the Brandmeier followed suit ashort time later WMVP Programming VP format in the Loop and with alethal combination of energy, wit and Greg Solk. "But if we have Blaze and created an outrageous stunts. In less than a year, three different types of opportunity for Muller has captivated awhole new genera- listeners each station is WRCX. We then lined tion of listeners with acalculated combina- trying to attract, then we up our proven person- tion of his predecessors' skills. Indeed, they don't have to cannibalize alities on WLUP to cre- put on three of the most innovative morning each other." ate a very unique shows in the nation. And they're all on sta- talk/entertainment tions owned by Evergreen. Specific audience product on the FM band. "This is probably the most competitive Evergreen Media CEO Jim That in turn led to the morning show market you'll see anywhere in de Castro says that part of the birth of WMVP, which had the country, with its big-name talent," says company's strategy is to target spe- always been along-term vision." WLUP Programming and Production cific audiences with each station. At the same time, the company Director Matt Bisbee. -"There's alot of big- "I feel there is alarge enough niche for weathered the breakup of Steve and Garry time advertising dollars, and everyone is going each station to have asignificant audience and dumped Howard Stern from AM 1000. for the same piece of pie. Whoever can come on its own," he says. "People who listen to Evergreen also won aheated competition for up with it will be considered the winner." WRCX are not necessarily people who the rights to Chicago White Sox baseball But Bisbee does not see the other would listen to WMVP. There is not alot of and Bulls play-by-play. Evergreen stations as being in direct compe- overlap between asports and rock station. Three very distinct stations have emerged. tition with each other. Indeed, the program There's more overlap between Mancow and WLUP evolved into the nation's premiere directors at the three stations point out that the Loop. But if you're 41, you grew up with FM talk station. In light of increased morn- sports-talk WMVP attracts the over-30 lis- Steve. If you're in your 30s you grew up with ing-drive competition — Muller consistently teners, rocker WRCX does well with listen- Johnny. People in their 20s listen to beats the other two stations in the ratings — ers 18 to 34, and WLUP is skewed 25 to 54. Mancow. Of course in the broad demo. Brandmeier recently was moved back to While all three are aimed at men (with graphics radio does, they are competing." mornings from afternoons. "I'd be lying to WLUP pulling in the most women), they But there weren't always three distinct say Mancow didn't have anything to do with each have adistinct niche. stations. the decision," says Bisbee. "But mornings "Basically, they're three different radio sta- Until ayear and a half ago, most of are (Brandmeier's) natural shift." tions with different profiles and different Bisbee says Brandmeier's biggest competi- visions of themselves," says Bisbee. "Of tor is WON morning nice-guy Bob Collins. course we compete with them. But everyone "But Steve Dahl, Mancow and Stern were is our competition. by Cara Jepsen probably not happy to hear Johnny B. was "Anyone with an Arbitran diary who is 18 coming back to mornings," he adds.

Tuned In JANUARY 1996 19 Muller's shtick is making jokes at the expense of his competition, which includes other Evergreen Media Corp. employees. He regularly hammers away, rather mercilessly, at Dahl, Brandmeier, and WLUP jocks Danny Bonaduce and Kevin Matthews. "I think Chicago radio is filled with a bunch of people sitting around talking about what they used to do," says Muller. "It's filled with abunch of old-timers who really aren't relatable to someone of my generation. Ithink people my age have had enough of the bells and whistles and phoniness." Muller says he "gets bitched at every day" by station management for the potshots. Does he listen to what they say? "Even in the biggest pile of s—, you can sometimes find a delicious kernel of corn," he quips. "Sometimes there's anugget of truth in there somewhere that you can enjoy and use." "We've asked at times for people to back Dahl and Wolf (above) off and be team players," says Solk. appeal to over-30 listeners, Sometimes they've listened to our advice while irreverent Mancow and direction, and sometimes they attracts a younger crowd. haven't. My own opinion is that Iwish they'd get into the business of putting on a show and letting internal business be internal business." The rest of the day belongs to the distinct personalities of comedian Kevin Matthews, former Partridge Family member and TV Top Personalities talk-show host Danny Bonaduce, and the team of Wendy Snyder and Bill Leff. Evergreen has also managed to lure t some of the market's top personalities No playbook putting this station together as we did with to its other Chicago holdings, which Over at WMVP, Dahl and sportscaster the Loop, and Ithink we'll be very success- include smooth jazz WNUA-FM, Bruce Wolf do anything but asports show, ful at it." urban contemporary WVAZ-FM and 't engaging in witty repartee and spending If anything, WRCX is reminiscent of hip-hop WEJM-AM-FM. The sta- time on the phone with Dahl's wife. But the 1979 Loop, with an outrageous and tions attract a sizable chunk of Chicago is asports town, and the rest of the successful morning show and rock and Chicago's African American listeners day is full of sports talk. The lineup includes roll the rest of the day. But PD Dave and put Evergreen in direct competi- former Bear Tom Waddle and former Richards sees modern rock WKQX and tion with Gannet-owned WGCI-FM, Chicago Bull Norm Van Lear, as well as per- classic rock WCKG, former home of the city's more established urban con- sonalities Peter Brown and Brian Davis. The Howard Stern, as the station's biggest temporary station (and ratings win, day ends with Scott Ferrall's syndicated "On competitors. ner). the Bench" show. Besides beating all-sports "The first thing on our agenda was to Last month WEJM snatched up WSCR(AM) and talk station WMAQ(AM) knock out the legs of WCKG," he says. "The Doug Banks' nationally syndicated in securing Bulls and Sox games, WMVP way Ilook at it, they were atable with three afternoon show; Banks had been also broadcasts Blackhawks hockey games legs, and we just needed to knock one more WGCTs top personality. Just one and has the rights to all major sporting out. We did that in one hook. Then we set week earlier, WVAZ-FM outbid events, including the Super Bowl and the our goals and sights on WKQX." WGCI to sign on WÇCI jock Tom World Series. As part of that campaign, his station recent- Joyner's syndicated morning show, "We're still trying to perfect what good ly announced the lineup of bands playing in which had a 10-year history on sports radio is at WMVP," says Solk. "It WKQX's "Twisted Christmas" benefit afull WGCI. The moves have given takes alittle while and includes acombina- day before WKQX, which had been teasing Evergreen a leg up in the market- tion of play-by-play mixed in with Steve and its listeners for days. WRCX then added place and left a large hole for WQCI Bruce doing the morning show, which cer- insult to injury by giving away 100 pairs of Program Director Mary Dyson to fill; tainly is not asports show. There's no play- tickets to the event. "I don't target the he's since hired comedian Steve book. The key is to be as different as you Loop," says Richards. "They are not acom- Harvey to take over mornings and, can, so it doesn't all sound the same. It's not petitor of mine." He adds that the three sta- give WÇCI amore local tone. too much unlike the Loop, where all the per- tions work together on some promotions and — Cara JeP•teni sonalities don't do the same show. We will interviews. try to use the same type of thoughts in But the picture isn't entirely rosy. Part of

26 Tuned In JANUARY 1996 "They want to have everything," says Dahl of his bosses. "They want to have three morning shows on and pay everybody as little as possible and make all the money in A Sales Management the world and nobody says anything bad about anybody." Survival Guide

Too close for comfort hen an account executive gets goal- It doesn't help when the jocks work in such promoted after years on the 2. Divide the sales staff and program- dose proximity to each other. "It can cause W street, he or she might expect ming staff into groups with members problems when the direct competition is to bask in the glow of sales management. from both. across the hallway," says Bisbee. "Logistically Instead, such executives often find 3. Set up abrainstorming session. it's alittle bit easier to do your radio show themselves in aburning building where 4. Each group will then try to sell you and walk out of the studio and not see your everyone expects the sales manager to be their idea. The group that closes the sale competition right in front of you as you walk the lone firefighter, putting out one fire will receive an incentive reward: cash, out the door." after another, day after day. free lunch, aday off, etc. Evergreen's bosses know what they're talk- How can you carry alist, develop pro- It doesn't matter if their ideas seem far ing about. Bisbee worked for 17 years defin- motions, set budgets, arrange incentive fetched or go beyond budget constraints ing WLUP's unique sound as production contests, write copy and wash the win- — it's your job to work out the details. director before becoming director of program- dows too? They'll give you the meat, the bread and ming and production last February, and Wert the mustard, it's up to you to make the has been with the company for seven years. Prevention sandwich. Solk began at WLUP as the producer of Steve As any firefighter will tell you, preven- When you go into afire station, you tion is half the cure. Don't leave the iron find that the tools of the trade are easily on. Don't leave exposed wires. Don't accessible to all firefighters. As the sales Evergreen's smoke in bed. Check your smoke detec- fire chief, are you hiding some of your tors. How do we prevent radio fires? tools in afire or abook that your staff Make three golden rules. Some sales doesn't know about? strategy is to target managers get caught thinking they are the Just because you know where everything Radio Sales Buddha. They sit fat and hap- is and how it works, don't assume your specific audiences py behind the desk and answer questions staff knows. Test them often on radio and all day long from account executives. with each station. These little question flames can eat up your entire day. Instead of giving your by Kris Cantrell - fflIen""" salespeople aconfusing list of rules and regs amile long, give them three golden rules. These are things that they absolute- station knowledge. Give them an exercise Dahl's morning show in 1979 and has been ly can or cannot do. Don't cut the rate, in asales meeting where they have to use with one of the three stations (minus two don't bonus live remotes, etc. Beyond your materials to research the answers. years) since Evergreen's 1983 inception. these golden rules, tell team members to They may moan and groan at first, but And, despite their differences, the three use their best judgement. when they acquire avaluable sales tool morning personalities have one thing in Many managers are afraid of this tech- that closes asale, the groaning will stop. common: strong roots in the Midwest. nique because they feel they have lost con- Some managers will actually hide the Perhaps that's why outsiders like Stern can't trol. They don't trust their staff to make tools because they feel it gives them more seem to penetrate the market, and why lis- effective decisions. People will rise to your power and control over the results. The teners remain so loyal. Muller hails from expectations and surprise you. In fact, fact is, when the fire is burning out of con- Kansas City, Brandmeier grew up in Fond they'll make you look great, because they trol, it's too late to conduct aseminar on du Lac, Wis., and Dahl, aCalifornia trans- will think of options you never dreamed of. how to work ahose. Share your vision for plant and father of three whose wife is from Set up three golden rules and watch the team and the company on adaily basis. Detroit, has lived in the Midwest for some your team bloom. Monitor and reward Share the knowledge. You will build loyal- 20 years. every step of the way. ty and efficiency rather than lose control. "We have avery loyal listener core for all Fires are worth preventing. A savvy three of the radio stations," says Wert. Teamwork sales manager will work on prevention, "They are especially loyal to individual per- Have you ever seen a firefighter show developing ateam atmosphere and pro- sonalities, although sometimes those loyal- up to ablazing house by himself with a viding high-quality tools. Fire chiefs are a ties result in emotions that aren't always pos- truck, ahose and aprayer? No! You get a thing of the past. Sales teams need itive. It's impossible to please everyone all bunch of guys working together to handle coaches and facilitators. So trash the fire the time. But we'll keep trying." the big fires. Let go of some of the tasks helmet and don a baseball cap for the that could be handled by other members season. III Cara lepsen is media editor of the Illinois of your team. Entertainer and a contributor to the Chicago Let's say you need to develop a promo- Kris Cantrell is general sales manager of Reader and Crain's Small Business in Chicago. tion for this winter: WiTSH-AM-FM and WZOT(AM) in She is aregular features correspondent for The 1. Determine the on-air goal and asales Rome, Ga. Radio World Magazine, now Tuned In.

Tuned In JANUARY 1996 21 A Little Cayenne ti programming With Your Radio? mimeaLi dh., VVVVOZ Spices up New Orleans Airwaves

he "Rajun Cajun" arrives in New fans and hundreds of musical acts, from tor for the past five years. Instead, the staff Orleans via cab from the sparsely pop- zydeco to rhythm and blues, to the city each of 80 volunteer programmers — many of Tulated West Bank of the Mississippi spring. Much of the music owes its roots to whom are Crescent City musicians, poets, River. For an hour and ahalf each week, New Orleans and the surrounding region, promoters and hard-core scenesters — make Johnny Fasullo, avolunteer programmer on the matrix from which much of America's WWOZ-FM, broadcasts traditional two-steps truly authentic musical culture developed. alongside new releases straight from On the edge of the French Quarter, non- The station has Lafayette, La., the hub of Cajun country. commercial WWOZ takes aunique position "Ah, yeah you right," Fasullo exclaims on in the world of radio — an FM that promotes the air before launching into his first set. the musical heritage of aspecific region. been without a "Cajun in the blood. How 'bout dat?" The uniqueness of that position and Fasullo is just one programmer for apro- the popularity of the music the station program director for THE SOUNDS OF NEW ORLEANS the past five years.

their own programming decisions. "The programmers are the hidden ele- ment," Freedman says. "Their programs are a product of their passion for the music, their collections and their vast knowledge of the music. It would be almost impossible to 9C> — F4hIOSO1b. replicate the vast collections they are drawing from, and it would certainly be difficult gram schedule that, on the surface, seems to promotes lead people in the industry to to replicate the richness of filtering that defy description. Sandwiched between piney speculate that WWOZ may be a big music through 80 sensibilities." woods bluegrass and contemporary jazz, the player when netcasting and direct satel- At 4kW, the station is dwarfed by two 50 weekend Cajun block is joined by Caribbean, lite broadcasting make national FM kW non-commercial neighbors: NPR affiliate reggae, Latin, African, blues, Irish, New superstations" feasible. WWNO-FM and WRBH-FM, which provide Orleans rhythm and blues, and more. "Much like the Jazz Festival itself, readings of magazines, books and newspapers Explaining that diversity was challenging for NVWOZI is akind of guardian of culture," (including the New Orleans Times-Picayune) WWOZ General Manager David Freedman says Steve Rathe, producer of the NPR pro- for the blind and print- handicapped. as he networked his way through the National gram "Jazz from Lincoln Center," and a Association of Broadcasters Radio Show in board director of the Association of Community product New Orleans last September. "1 can't tell you Independents in Radio. "It's also an active A product of the community radio boom how many people 1ran into who asked, exponent. It nourishes the culture in every that began in the 1970s, WWOZ was found- 'What is your format?'" Freedman recalls. possible way by celebrating the people who ed by Walter and Jerry Brock, two brothers "They are looking for the magic bullet. make it." who cut their teeth at KCHU in Dallas, one The 15-year-old station, an independent, of the stations launched by community radio Musical heritage has by choice been without aprogram direc- godfather Lorenzo Milam. "All Ican ever tell them is, if you've ever After four years of operation, the station been to the New Orleans Jazz and Heritage was awash in financial problems. Enter the Festival, that's our format," he adds. The New Orleans Jazz and Heritage Foundation, Jazz Festival is an immensely successful 10- the nonprofit foundation that produces the by Andrew Bowser day affair that draws upwards of 400,000 Jazz Festival, which took over the le

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SOUTHEASTERN SALES OFFICE MAIN SALES OFFICE WESTERN SALES OFFICE 200 Fareway Drive, Suite 2 2342 S. Division Avenue P.O. Box 1638 Smithfield, North Carolina 27577 Grand Rapids, Michigan 49507 Palmdale, California 93550 Phone: 800-369-7623 Phone: 800-999-9281 Phone: 800-858-9008 For 36 years Fax: 919-934-8120 Fax: 805-273-3321 Fax: 616-452-1652 YOU MAY ALSO REACH US ANYTIME VIA ELECTRONIC MAIL ABG cServe: 75371,144 Audio Broadcast Group Inc. internet: [email protected]

Circle 11 On Reader Service Card WWOZ license and since has invested more perhaps, when they are visiting New cert on their computers, virtually in real time. than $1 million in the station. Orleans. That slice of the membership pie "There are only acouple of stations that Today, with an operating budget of may grow if Freedman has his way. WWOZ have jumped into netcasting with as much $400,000 gleaned in nearly equal parts from has embraced new technology, maintaining enthusiasm and as much unique material as an active presence on the WWOZ," says Rathe, who adds that most of Internet and keeping a the stations that are interested in netcasting close eye on netcasting do not have the unique market niche of and satellite broadcasting WWOZ. WWOZ nourishes the culture as tools that could give the station aworldwide Window to localism in every possible way by celebrating audience. Freedman said he foresees aday when "I have foreclosed activi- WWOZ will continuously transmit its signal the people who make it. ty in terms of power not only on the Internet but via satellite issues and am becoming uplink. "We see it as awindow to localism," more aware of emerging Freedman explains. "If aradio station out in transmission systems that the Rocky Mountains just wanted to spend are not the traditional two hours in New Orleans, they could pick listeners, the foundation and the purview of radio," Freedman says. up satellite transmission." Corporation for Public Broadcasting, the sta- WWOZ's presence on the World Wide tion is stable, despite the current cloud over Web includes complete club listings, station CPB funding. newsletters, a storefront-under-construc- The shock of a 15-percent cut in CPB tion called the Swamp Shop and funds this past year was insulated by growth RealAudio soundfiles that include live in the membership, which has been rapid in jams from Johnny Adams, Tuba Fats and recent years. Recent Arbitron surveys put the ReBirth Brass Band, as well as a 15. the station's listenership at 48,500, up from minute interview with jazz pianist Horace about 40,000 several years ago. Silver. During Jazz Fest, V.r\VOZ netcast portions Membership pie of aRounder Records-sponsored benefit con- An unprecedented 5 percent of the sta- cert at alocal music club. Using asoftware tion's membership fees come from people program that can be downloaded from the who can't even hear the station — except, Internet, net surfers could listen to the con-

In Today's Media Jungle, WWOZ is developing the production tal- You Can't Afford ent and purchasing the technology neces- Not To Change. sary to make national-quality broadcasts. The station is producing CD-quality remote broadcasts from area music clubs using ISDN equipment produced by RE America. With the help of aCPB grant, the station redesigned its drive-time broadcast programming and improved its programmer training process. Inthe fast-paced world of media, you have on advertisers and agencies, an unequaled library "Realizing that there is an extreme wealth to keep improving just to keep up. of media information, proprietary management of talent in the New Orleans area, [WWOZ] You ought to expect the same from your reports, international collection services, and believes that it will be primed to be a collection service. much more. national producer," says Loretta Hobbs, At Szabo Associates, we're improving as you Since 1971, Szabo has helped more than manager of the CPB System Development improve. As the first and largest media collection 3,600 clients achieve faster, more substantial firm, we're providing more specialized service settlements in every medium imaginable. Let us Fund. "Many people in the public radio sys- than ever. We've created separate divisions help you. Send us details of a tem believe that as well." dedicated to each individual medium. No one past-due account, or call us for „?' else focuses so sharply on your individual needs. more information. Because in Andrew Bowser is afree-lance writer based This know-how helps us offer value-added abusiness as tough as yours, bh in New Orleans. His work has appeared in the services you won't find anywhere else. Szabo you need adifferent breed of -° o Hollywood Reporter, the New Orleans Times- clients have free use of the world's best database collection service. e''Esstoe P Picayune and anumber of national trade and Szabo Associates, Inc- 3355 Lenox Road. N.E. 9th Floor Atlanta, Georgia 30326 Phone: 404-266-2464 Fax: 404-266-2165 travel magazines. He can be reached via e-

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24 Tuned In JANUARY 1996 Trends in Business Applications, Information Systems and Strategic Planning

adio Industry Braces for Radio broad- Next Transformation casters, mean- by Vincent M. Ditingo R while, are expe- The radio industry has embarked on a new riencing yet transformation year — the second time during the another ownership consolidation phase with many new 1990s since the implementation of the FCC duopoly rul- corporate mergers and acquisitions. This activity should ing three years ago. This transformation will impact dai- be further prompted by additional deregulatory telecom- ly radio business from three fronts: potentially higher munications legislation that relaxes current broadcast sales earnings due to an Olympic and presidential elec- ownership rules. (The FCC already granted several con- tion year, ownership and consolidation, and advances ditional radio/TV ownership waivers to Westinghouse in new information systems and digital technology. when it approved the company's purchase of CBS.) On the revenue front, radio sales (combined local, And, as documented in this section during the national and network) for 1995 are expected to be up by past year, there have been rapid achievements in about 8to 9 percent over 1994, which finished with total digital technology for both conducting transactional industry sales of $10.652 billion, according to the Radio advertising business and for broadcast transmis- Advertising Bureau. This increase will mark the fourth sions. year of asustained revenue growth for radio. These changes are leading to a rethinking of the "The final totals (for 1995) will depend on how good way a radio professional should approach his or her inventory management was during the fourth quarter," career. There are now computer-generated presenta- says RAB President Gary Fries. "From a business tions as well as traffic-building Web site pages on standpoint, radio continues to outpace the economy the Internet, the manufacturing of new Radio and other major media," Fries says. Broadcast Data System (RBDS) automotive receivers If history is any indication and the Olympics and pres- for consumers and proposals in digital audio broad- idential election are conducted during favorable eco- casting — the latter entailing both in-band services nomic conditions, all sales sectors of the industry in and new satellite-to-consumer digital programming 1996 should see billings pacing some 10 percent networks. ahead of 1995, particularly during the second half of the year. Plusses and minuses With any high merger and acquisition activity comes Creating radio's wireless fact file a certain amount of staff downsizing, especially when This also should be the year every commercial radio it comes to parallel positions in two companies, as well station creates a wireless fact file for its sales presenta- as reassignments. On the plus side, however, the tions — that is, a data bank brimming with facts that evolving technology-driven services associated with promote radio's ubiquitous portable or wireless capabil- modern-day radio broadcasting will be creating addi- ities for reaching consumer targets. tional job opportunities involving the areas of sales, By both reading business magazines and observing new programming and technical support. These positions marketing campaigns of major telephone companies, one will become an integral part of radio's new paradigm will see that the term "wireless" already has become the for servicing both advertisers and listeners well into the action word within today's telecommunications arena. If next century. promoted properly, radio stations will eventually become the envy of all other advertising-driven media. The recently released Media Targeting 2000 study, conducted by Arbitron in conjunction with the RAB, would be a good source from which to begin assem- otable Quote bling a data file on radio's reach and effectiveness. (From William C. Miller, The Creative Edge, 1987,90.) For example, some of its key findings show that the 86 percent of automobile owners (adults 18 and older) lis- "There is perhaps no greater celebration of life than ten to the radio when driving to shop. Also, radio is the our creativity, especially at work. To profit and prosper, one media most automobile owners are exposed to our organizations face no greater challenge than to pro- within one hour of largest purchase. The "media expo- mote and guide that creativity." sure prior to purchase" data among automobile owners breaks out as follows: radio, 59 percent; outdoor, 30 Vincent M. Ditingo is a business writer, media consul- percent; television, 21 percent; newspapers, 14 percent; tant and educator He is also president of Ditingo Media and magazines, 11 percent. (There are overlapping Enterprises, a New York-based creative and corporate answers from respondents.) communications company.

Tuned In JANUARY 1996 25 On Air Navigator IKDLT) Screen ri nrinui intro: nninninn intro: t LILIIIJ II I I OS UUiUUlUU iOOt 111111111111111111111111111111111111111111111111111111111111111111 I rrini Rue.' All Around The World "Hot Keys" 11:00:00 -> 11:49:10 00:49'02 • Carts LI 04'23 All Around The World - Lisa Stansfield 19" 1911! E 04'10 IWish -Stevie Wonder El 18" FA 0429 Set Them Free - Sting 35" rt1.1 START DAT2 0119 [Bottom of the Hour] Applause FA 00'03 R-r-r-r-Radio.. - E 0045 Casual Furniture - \AJ1 rid ow Crash In •• E 00'30 Harley Davidson - CI loth • ht rd 00'35 News Call 1

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hy should Ilet you buy jin- but Icouldn't get past the lyrics. WCCO had Voice: Don't just fax some copy to this person gles? Show me how it'll built the campaign around astatement by the and expect it to be executed perfectly. Give the increase the bottom line." late vice president, Hubert Humphrey. talent some direction — how hard, how soft, Sounds familiar if you're aprogrammer Icouldn't listen to the instrumental beds how much humor, how much intensity, how who has been through the budgeting without hearing the phrase "real radio" part much space between words and phrases, etc. process during the last few months. You of Humphrey's quote. So the supplier helped may have heard the same response to a me. One Saturday morning my home phone Evoke it request for astation voice, comedy drop-ms rang. When Ianswered, apiano played and a November's "Beatles Anthology" on ABC- or other production elements. singer sang the new lyric: "Your life, your TV may have made history beyond the rat- The fact is they do not contribute to the world." From that point on, "Real radio" was ings: six hours of television with no voice- bottom line directly. The indirect benefits, displaced. over announcer. however, are quite another matter. Nothing Sometimes it's not so easy. Jingle packages The music, the interviews, the screaming enhances the sound of astation like jingles, from other stations might not fit your situa- kids — that's what made compelling television. logo music or other attention-getting production, no matter what lyrics are rewritten. It evoked the time, the places and the feelings. tion devices appropriate to the format. Don't limit yourself to the jingles in your for- Who invented evocative montages? Radio. Jingles are traditional in contemporary music mat. We have used AC and CHR jingles for Clips from movies and TV, hooks from radio —CHR, AC and country, for example. country stations because the sounds matched songs, sound effects from old radio shows Station voices are staples in virtually eve better. We even used acountry package for and other audio bites can be mixed to create ry format. They add character and texture an AC station because it "felt" more like the mood and environment between records. based on their style, attitude and language. town where the station was located. Good modern rock stations do agreat job at News and talk stations step up their pac- The key is to match the production sound to this because they understand how their audi- ing and lower their demos with well-chosen the sound and attitude of the station and its ence responds to media as message. music bumpers and beds. Some are pro- format. Idon't know of ajingle package that Any format can and should use the idea. fits the modern rock format, yet ICROQ-FM Music stations create fun moments by edit- In Los Angeles has sung its logo for years. ing easily recognizable words, phrases or "Tell me again why I'm paying for astation sound effects into jingles. News stations mix by Ed Shane voice," aclient once asked me. His reasons montages of the day's (or week's) events to were valid: "We've got agreat production evoke the depth of their coverage. Talk sta- duced by jingle and production houses, guy. Can't he do that stuff for us?" tions edit listeners reaction into instant some are edited from recognizable pop and The answer, of course, is "yes." However, "polls." rock songs. the great in-house production voice also is Rockers, both classic and modern, create going to be heard on your air doing commer- Sell it "attitude" with station voices mixed with quick cials for lots of local clients. If he's really The ability to identify astation by its "feel" edits from movies, TV and other sources. good, he may be heard on other radio and enhances top-of-mind awareness, leading to The art of radio is in the overall produc- TV stations in town selling for those dients. more accurate reporting to ratings services. tion value that makes stations sound distinct That makes his reading of your liners and It also reduces "phantom cume" found iti from each other, even if they play the same promos less special, less noticeable to the lis- many research projects: Listeners use asta- music. That's what people mean when they tener. tion on aregular, even daily, basis but don't talk about "stationality" — the essence of the That's why Irecommend "The Voice," an remember that they have listened until they station, what identifies it, whether or not call outside voice that lends style to station are reminded. letters or station name are given. business. By prerecording liners and sweep- Since the ratings services do not offer Jingles are usually the first choice for ers, The Voice keeps language consistent. reminders, phantom cume is invisible in the developing or enhancing stationality. There Pre-recording also prevents extraneous ratings. There's asubsequent devastating are lots of options available among jingle words from diluting logos, slogans and effect on the bottom line. producers. The major producers make jin- positioning phrases. It also frees the air So when you're asked how jingles, voice gles affordable with syndicated packages, a staff to say something other than logos and services and production elements help the set of tracks with each station's logo sung slogans, adding humanity to stationality. bottom line, have this article handy. U individually, then licensed for use in each The Voice can be male or female, big and market. booming, or light and friendly. Again, the style Consultant Ed Shane operates Houston- In my book "Cutting Through," Itell the sto- should fit the station's desired sound. Generally, based Shane Media Services, which works with ry of asyndicated package that Ihad difficulty the younger the demo target, the more straight- stations in all formats. His book "Cutting with in the early '80s. Iliked the music on a forward and less hyped The Voice is. Through" is available from NAB services. demo for Minneapolis station WCCO(AM), An important rule in working with The

re=1 JANUARY 1991 29 Christian Radio Joins format Mainstream Media focus

hristian radio conjures up images of listening to church format: religious radio. choirs singing hymns that make you sway back and forth, Radio stations used to sell airtime in half-hour blocks to various Cshouting Pentecostal preachers and nonstop sermons broad- ministries that had one-year contracts. Each day, every day, the min- cast on outdated equipment. isters asked for donations on the air. Many religious groups and sta- Today, Christian radio can be as slick as the secular, commercial tions prospered. When they had no tapes to play, they played music variety. In the past it was quite different. to fill airtime. During the early days of religious radio, evan- Inexpensive to operate, religious stations did gelists' programs were played only on Sundays. not need large sales, on-air or promotion staffs. Then, several ministries joined together, put Christian and non-Christian owners profited by Kathy Gronau their tapes on one station and created a new because they only had to pay the electricity BF

30 Tuned In JANUARY 1996 LIKE FORT KNOX, W ITH ANA TM . z hink for amoment about atowering NremodullifoRme stack of cartridges, open reels and DAT tapes—a vast wealth of audio Trecordings representing hours of cost y, painstaking production. Now imagine tha entire treasury of sounds (like com- 1.5451 COMML BRK 1 mercials, IDs, SFX, and stingers) intelligently SHOW OPEN 133:27 organized and instantaneously accessible. And all securely stored within the confines of one Care/i's very impressive internal bard drue can't be device—the new beat for speed and conven- digital audio hard ience. Now with up to 32 hours disk recorder— DigiCart/ll holds 10,000 cues, records in linear or with Dolby AC-2 data compression, of 20kHz stereo allows precise edits, andfeatures removable media for archiving, backups and transfers. storage. Smart operating controls and easy-to-read displays It's easy to see why DigiCartin is makes scanning through DigiCart/ll's massive vault of fast becoming the industry FILE TRANSFER NETWORK storage asnap. With asimple spin of aknob or keystroke standard for hard disk fore digital audio between on aremote control, you can call up any single cut, or 360 Systems products at eight recording. If you're searching times normal speed even an entire playlist—instantly, effortlessly. for the best place to bank your While DigiCart/n plays apre-selected cut, its pro- audio valuables, take alook—and listen—to DigiCartin. duction-oriented software allows you to program To see, hear and feel the true value of aDigiCart/H for yourself, contact us at 360 the next series of cuts at the same time. All performed DigiCart/it DIGITAL features both with reassuring reliability Systems and we'll arrange for a professional digital ff Our remote controls me‘ No scrambling hands-on demonstration in emersion AES/EBU enhance DigiCart/n formats. IEC 958/11 around, no missed with program- your studio or production mable Hot-Keys,'" cues, no dead air fastfind functions, facility. Call (818) 991-0360. and more.

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- I 'If }•••••- r.«. •10 • bill and for someone to watch the station. In can fit into the vending machine in abetter nicatiorts professor at Grand View College the 1970s, religious programming also bene- and more effective way." in Des Moines, Iowa, describes in fited from the changing regulations regard- Christianity Today, "They respond in terms ing nonprofit and religious ownership. Benefits of technology of money, political pressure and in terms of The format prospered in the 1980s. The dis- Using CD and satellite distribution, reli- letters and protesting and boycotting." solution of the Fairness Doctrine by President gious radio now disseminates highly pro- Although Arbitron does not measure the Reagan in 1987 was aboon for talk radio. duced and compelling shows that include entire religious radio audience because many The industry in general enjoyed aperiod of interviews with authors, call-in shows, coun- are non-commercial, its publication Radio deregulation, and religious broadcasters took seling, and gospel and contemporary Today describes abig audience in the South advantage of the low cost of AM stations. Christian music. Technology has benefited Atlantic and South Central United States. The evolution of religious programming in some old-style radio ministries, too. They Nashville is considered a center for the the '80s furthered its success. Because of syndicate their programs nationally and use Christian music industry. Christian AC sta- preacher scandals and decreasing revenue, computerized mailing lists to solicit financial tion KLTY in Dallas made $4 million in ad many stations with strong signals turned support, the Internet for publicity and toll- sales in '94 and had aWinter '95 Arbitron away from traditional religious program- free telephone numbers for listeners to call in. rating of 3.4 (12+). ming that centered on the preachers. As a National Religious Broadcasters (NRB) "Teaching and preaching is the largest format result, more radio professionals intent on reports that 1,328 radio stations play evangeli- It's your typical pastor on the air or arebroad- delivering an audience entered the religious cal programming. Induded in its count is any cast of achurch service," says Sarah Smith, broadcasting field. They developed avariety station that plays more than 15 hours of reli- managing editor of NRB's Religious of creative and provocative formats with gious programming aweek That accounts for wider appeal and one-on-one delivery. 11 percent of the radio industry, awhopping "It's economics-driven," says Brad 48-percent increase in the last 10 years. The Burkhart, who runs aChristian media con- majority of the stations — 60 percent — are sulting firm. "The American consumer had non-commercial. M Street agrees: Religious become so much more sophisticated. broadcasting is the third-largest format. Christian radio had to modernize to become Yet, in terms of total listeners, religious more entertainment-driven. Not that they broadcasting accounts for 2 percent of the compromised their message, but you can't population or 3.5 to 4 million people. The sell Coca-Cola if you don't have the right size numbers are small, but they represent avid can. They have been working to make the listeners. As Stephen Winzenburg, commu-

What do WA-Detroit, KNX-Los Angeles, & WOR-New York City have in common? (besides being top news/talk stations? FOCUS ON They made time for THE Why? Because it draws listeners. FANIILY "Focus on the Family Commentary" is a daily 90-second feature spotlighting the wit UM& and wisdom of best-selling author and psychologist Marlin Madcloux, president James C. Dobson, Ph.D. It worked for them. It will work for of USA Radio Network, gives Limbaugh a you. Find out more by calling Bob Dobbs at (719) 548-4501. 1'M run for his money. The most positive response to any Broadcasting magazine, referring to the 491 sta- feature we've added in years. tions that follow the old-line evangelical broad- We're glad the program is part of cast. "It is asmall, older audience that wants preaching and teaching," says Quentin Schula, our daily line-up. aprofessor at Calvin College, Grand Rapids, —Phil Boyce Mich. "Some people jokingly refer to the audi- Program Director, WJR ence as 55 until you die." Contemporary Christian music stations and those Circle 17 on Reader Service Card

32 Tuned In JANUARY 199 LIKE FORT KNOX, W ITH ANA TM .

ihink for amoment about atowering stack of cartridges, open reels and DAT tapes—a vast wealth of audio RANDOM ACCESS el recordings representing hours of DIGITAL AUDIO RECORDER costly, painstaking production. Now imagine that entire treasury of sounds (like com- 1.5451 COMML BRK 1 mercials, IDs, SFX, and stingers) intelligently SHOW OPEN 03'27 El CI El organized and instantaneously accessible. And all securely stored within the confines of one IIEll DigiCart/its very impressive internal hard PLAY drive can't be device—the new beat for eeed and conven- digital audio hard ience. Now with up to 32 hours disk recorder— DigiCartill holds 10,000 cuts, records in linear or with Dolby AC-2 dala compression, HA O EyeS K4 of 20kHz stereo allows precise edits, andfeatures removable media for archiving, backups and transfers. storage. DigiCart/a. Smart operating controls and easy-to-read displays It's easy to see why DigiCart/ll is makes scanning through DigiCartin's massive vault of fast becoming the industry FILE TRANSFER NETWORK storage asnap. With asimple spin of aknob or keystroke standard for hard disk time digital audio between on aremote control, you can call up any single cut, or 360 Systems products at eight recording. If you're searching times normal speed even an entire playlist—instantly, effortlessly. for the best place to bank your While DigiCartin plays apre-selected cut, its pro- audio valuables, take alook—and listen—to DigiCartin. duction-oriented software allows you to program To see, hear and feel the true value of aDigiCartin for yourself, contact us at 360 the next series of cuts at the same time. All performed DigiCart/n DIGITAL features both with reassuring reliability Systems and we'll arrange for a professional digital Er o our remote controls No scrambling hands-on demonstration in conversion AES/EBU enhance DigiCartin formals IEC 958/11 around, no missed with program- your studio or production mable Hot-Keye cues, no dead air fast findfunctions. facility. Call (818) 991-0360. and more.

5321 Sterling Center Drive •Westlake Village, CA 91361 USA •Phone (818) 991-0360 Fax (818) 991-1360

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11.14 -2. - bill and for someone to watch the station. In can fit into the vending machine in abetter nications professor at Grand Mew College the 1970s, religious programming also bene- and more effective way." in Des Moines, Iowa, describes in fited from the changing regulations regard- Christianity Today, "They respond in terms ing nonprofit and religious ownership. Benefits of technology of money, political pressure and in terms of The format prospered in the 1980s. The dis- Using CD and satellite distribution, reli- letters and protesting and boycotting." solution of the Fairness Doctrine by President gious radio now disseminates highly pro- Although Arbitron does not measure the Reagan in 1987 was aboon for talk radio. duced and compelling shows that include entire religious radio audience because many The industry in general enjoyed aperiod of interviews with authors, call-in shows, coun- are non-commercial, its publication Radio deregulation, and religious broadcasters took seling, and gospel and contemporary Today describes abig audience in the South advantage of the low cost of AM stations. Christian music. Technology has benefited Atlantic and South Central United States. The evolution of religious programming in some old-style radio ministries, too. They Nashville is considered acenter for the the '80s furthered its success. Because of syndicate their programs nationally and use Christian music industry. Christian AC sta- preacher scandals and decreasing revenue, computerized mailing lists to solicit financial tion KLTY in Dallas made $4 million in ad many stations with strong signals turned support, the Internet for publicity and toll- sales in '94 and had aWinter '95 Arbitron away from traditional religious program- free telephone numbers for listeners to call in. rating of 3.4 (12+). ming that centered on the preachers. As a National Religious Broadcasters (NRB) "Teaching and preaching is the largest format result, more radio professionals intent on reports that 1,328 radio stations play evangeli- It's your typical pastor on the air or arebroad- delivering an audience entered the religious cal programming. Included in its count is any cast of achurch service," says Sarah Smith, broadcasting field. They developed avariety station that plays more than 15 hours of reli- managing editor of NRB's Religious of creative and provocative formats with gious programming aweek. That accounts for wider appeal and one-on-one delivery. 11 percent of the radio industry, awhopping "It's economics-driven," says Brad 48-percent increase in the last 10 years. The Burkhart, who runs aChristian media con- majority of the stations — 60 percent — are suiting firm. "The American consumer had non-commercial. M Street agrees: Religious become so much more sophisticated. broadcasting is the third-largest format. Christian radio had to modernize to become Yet, in terms of total listeners, religious more entertainment-driven. Not that they broadcasting accounts for 2 percent of the compromised their message, but you can't population or 3.5 to 4 million people. The sell Coca-Cola if you don't have the right size numbers are small, but they represent avid can. They have been working to make the listeners. As Stephen Winzenburg, commu- -e rseieegelighkeeimemii›e*,44 What do Wilt-Detroit, KNX-Los Angeles, & WOR-New York City have in common? (besides being top news/talk stations?) FOCUS ON They made time for 1 THE Why? Because it draws listeners. 1 J FANILLY "Focus on the Family Commentary" is a

dailyand wisdom 90-second of best-selling feature spotlighting author and the psychologist wit Marlin Maddoux, president James C. Dobson, Ph.D. It worked for them. It will work for of USA Radio Network, you. Find out more by calling Bob Dobbs at (719) 548-4501. gives Limbaugh a run for his money. The most positive response to any Broadcasting magazine, referring to the 491 sta- feature we've added in years. tions that follow the old-line evangelical broad- We're glad the program is part of cast "It is asmall, older audience that wants preaching and teaching," says Quentin Schultz, our daily line-up. aprofessor at Calvin College, Grand Rapids, —Phil Boyce Mich. "Some people jokingly refer to the audi- Program Director, WJR ence as 55 until you die." Contemporary

Circle 17 On Reader Service Card Christian music stations and those

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Circle 70 On Reader Service Card connected to colleges draw younger audiences, Salem Communications, owner of 31 stations, enticed Media America Rep to sell its spots,. "It is aprofitable format," says Smith, "espe- has bought wisely. Its stations have strong sig- Maddoux says smaller stations needed apro- cially given the success of the format in com- nals and are in nine of the top 10 markets. "A fessional, national source for news. The USA mercial stations. A lot of stations are going lot of Christian stations are second-rate as far as Radio Network employees provide news, commercial now because the market is there." the technical facility," says Armstrong. "The sports and issues-oriented talk. Hosts for Christian businesses benefit by advertising ministry is important, but we never lose sight of these programs include American Family on Christian media, and now secular adver- the fact that it is abusiness." Association leader Donald Wildmom and tisers also are buying ads. Listeners are loyal Salem distributes the talk programs of Maddoux himself. and support businesses that advertise on Operation Rescue founder Randall Terry Maddoux's "Point of View" program is religious radio stations. sponsored by a501.c3 nonprofit that buys The huge Christian merchandise market time on USA Radio Network. Listeners con- provides all kinds of advertising opportuni- tribute to the broadcast. "Challenges ties. "Annual domestic consumption of Limbaugh, attracts dollars ... conservative — Christian books, games, videos, stationery Biblical ... habit-forming," claims the adver- and children's material (is now) up to $3 bil- tising copy for this two-hour talk show that lion ayear," according to the Colorado is heard by 3million people. Springs Gazette Telegraph, as reported at Called the king of Christian radio, Dr. James the 46th annual convention of the Christian Dobson's Focus on the Family programs air Booksellers Association in Denver. on 2,511 facilities (703 secular) in the United States. According to Christianity Today, the Balancing politics and piety organization brought in $79 million in dona- "Apart from religion, the talk shows are tions in 1993. A child psychologist with sever- snapping," said Schultz. "Religious voices are al best-selling books, including "The Strong- part of the cacophony." willed Child" and "Dare to Discipline," As in secular radio, news/talk is hot, with Dobson started his radio program in 1977. 119 stations using this format. Some hosts "We look at family issues from abiblically speak about problems they see in the world: based perspective," says Mike Trout, Sr., VP abortion, lack of family values, abandoned of Broadcasting for Focus on the Family. children, the government and the media. They also cover gardening, business and Strong response sports. The provocative talk shows draw lis- The Colorado Springs-based facility teners, increased advertising and attention receives an average of 250,000 letters and from the mainstream media. takes 60,000 to 80,000 phone calls each "Arguing makes good radio," says long- month. Listeners call in for books, fact time Christian talk show host Rich Buhler, sheets or answers to serious personal ques- whom some consider the founder of tions. To meet that need, 1,200 "highly Christian talk radio. "Sometimes Ihad trained people" answer the phone and pro- Mike Trout, Sr., guests who were antagonistic to the vide referrals to professionals in the area. Christian community and advertisers never VP of Broadcasting for "I think we're seeing relevant programming dropped out. They understood that the Focus on the Family done in an appealing way," says Trout, more successful the program was, the more explaining their success. "It's afresh per- they could reach their sales leads." spective. The top broadcasters today are the Some say that the vocal opinions expressed and columnist Cal Thomas. Salem also ones with aconservative message." on Christian talk radio stem from the earlier owns WAVA in Washington, D.C., a50 kW The Moody Broadcasting Network, owned days when evangelicals' ideas were discount- FM station blanketing the nation's capital by the Moody Bible Institute, has licenses ed. "There was atime when religious broad- and surrounding suburbs. for 22 non-commercial stations (with many casters were exiled to the backwaters, and USA Radio Network based in Dallas pro- repeaters) and many affiliate stations. Part of not part of the larger political conversation," vides four satellite channels of programming the programming is produced at WMBI-FM says Mike Cromartie, senior fellow and to 1,300 affiliate stations, 500 of them secu- in Chicago, which has aweekly cume of director of Evangelical Studies at the Ethics lar. Founded by longtime conservative and 250,000 and is ranked number 23 in the lat- and Public Policy Center in Washington. self-proclaimed "news hound" Marlin est Acu-rating. The network stations make Now, because they feel national issues affect Maddoux, the network started with five- money with Sharathons, held once ayear them personally, they are speaking out. minute, top-of-the-hour newscasts. "I was for four days, where they offer acalendar or ICKLA-FM in Los Angeles is considered a concerned by what Isaw in the news media cassette. "We emphasize aone-time gift; highly progressive Christian station because from the three major networks, both radio some people like to give us money once a of its strong signal in the number two mar- and TV, as being unbalanced in their pre- month," says John Maddex, manager of ket. This Salem-owned affiliate airs local talk sentation," Maddoux explains. broadcast stations for Moody. shows during the afternoon drive and He had aclear marketing plan from the Moody rarely gives out its number on affili- nationally syndicated programming the rest beginning. "I said, 'We are going to use the ate stations, "because they are paying for the of the time. "We have dayparted it," says Wal-Mart model of building this network. programming," says Maddex. Minister pro- KKLA GM Dave Armstrong. The station We are going to go to the smaller markets ducers like Chuck Swindoll have acost-of-ser- tries to make it alittle more contemporary first, and get as many affiliates as we can and vice arrangement with Moody. "They recog- "with jingles and alot of elements that you eventually move to the larger markets.'" nize that it costs money to operate astation; would hear on any other radio station." USA Network's half-million AQH listeners they share with us the cost of service." r>

34 Tuned In JANUARY 1996 The complet A partial list of reasons wh of reasons you

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Circle 157 On Reader Service Card Family Radio, a40-station network located through listeners for financial support of ate stations. Its Texarkana outlet, adult in Oakland, Calif., is a"nonprofit, nonde- day-to-day operations." contemporary KHSP-FM, has been in the nominational, educational organization ded- The explosion of the Christian music top four of the market since it adopted the icated to obeying the Lord's commandment industry has greatly contributed to the suc- format. Secular stations are seeing the value to preach the gospel to every creature." It cess of Christian radio. Many record labels of picking up Christian music programming. now have gospel, contemporary Christian, "We have had several stations who were sacred (hymns), Christian versions of coun- carrying country music who have switched try, heavy metal, rap and hard rock. to Christian country," Perrault says. "If you In terms of business ... However, it is expensive for an all-Christian are the fifth country station in the market music station to develop acompetitive air and you put us on, you are suddenly in a Christian stations sound and staff that will draw listeners away totally different niche market." from other music stations. Christian pop has become so mainstream, in are exactly like other "Our concept was to make this kind of pro- fact, that Jones Satellite Networks in Denver gramming available to stations for very little has come on-board as the first secular distribu- money," says Morningstar Marketing tor of aChristian music format. Working in music stations. Director Patsy Perrault, "so they could sound partnership with "The Word in Music," Jones as good as (a station) in amajor market." picked up the Christian adult hit music mix Morningstar Radio Network, conveniently that was fed to 22 affiliates before the deal. located in Nashville, the hub of the Christian "The two markets (secular and Christian) are distributes its teachings internationally in broadcasting world, provides two 24-hour for- getting closer," says Phil Barry, VP of many languages on shortwave. The network mats — Christian country and contemporary Programming and Operations for Jones. "We is headed by President Harold Camping, Christian music programming. "World had been considering areligious format for a whose books "1994?" and "Are You Ready?" Records, Sparrow Records, Benson, all of the number of years. The nation has gotten more provide Biblical information about Christ's major record companies are based here, alot conservative. There is afocus on family val- return. His ministry does not charge out- of artists live here too," explains Morningstar ues; Jones espouses those values, and we see side producers for broadcasting on its air- Network Syndication Director Dick Marsh. an opportunity to service Christian and secu- waves. According to the ministry, the orga- "We do live interviews all the time." lar stations." nization relies "solely upon God working Morningstar broadcasts to 165 affili- "The Word in Music" has already attracted

Radio Advertising Bureau Reports Revenue Growth for 1995

A snapshot look at 1995 at press time reveals that the radio industry continues to enjoy consecutive months of revenue gains. Year-to-date radio revenue growth through October 1995 was 4 percent for national and local sales combined. The Radio Advertising Bureau Index of Radio Revenue Pool Numbers are provided by the accounting firms of Miller Kaplan Arase & Co. and Hungerford Aldrin Nichols & Carter.

October 1995 vs. October 1994 and Year-to-Date January-October 1995 vs. January — October 1994

Local Revenue—October 1995 Local Revenue—Jan-Oct 1995

All Markets 6% All Markets 10%

East 1% East 7% Southeast 9% Southeast 10% Midwest 7% Midwest 10% Southwest 10% Southwest 10% West 7% West 11%

National Revenue—October 1995 National Revenue — Jan-Oct 1995

All Markets (2%) All Markets 9%

East 8% East 11% Southeast 9% Southeast 10% Midwest (6%) Midwest 7% Southwest (7%) Southwest 5% West (15%) West 8%

Local & National Revenue — October 1995 Local & National Revenue — January -October 1995 — January -October 1994

All Markets 4% All Markets 9%

38 Tuned In JANUARY 1996 loyal listeners and high market shares in has 120,000. "Part of the problem is afacili- "All of the Christian labels are owned by Christian and secular stations targeting 25- ties problem; most are AM. The ones that large record companies. Major labels are tak- to 44-year-olds. Sixty percent of the stations are FM, many are non-commercial. Few of ing alook and seeing dramatic sales. Artists such as Amy Grant, Michael W. Smith and play the music 24 hours aday. Jon Hull pro- them are located in atrue metro area. Many grams the format from producing station are class C," Burkhart says. Kathy Trocolli are crossing over into stations KBIQ-FM in Colorado Springs, Colo., Northwestern College Radio in Minnesota that never played Christian music," he says. which had an Arbitron Spring share of 3.5 provides inspirational music, features and For many, the future of Christian broadcasting (12+). "The audience that we program keeps short newsusts around the clock. Programs is in the mainstream secular media. "At some the music on in the background," says Hull, go from the 100 kW ICTIS-AM-FM in the point, they will wake up and start calculating "(Our programming) doesn't require such a Twin Cities to six owned-and-operated sta- the spot rate of these stations, and realize the high level of dedication like aprogram you tions, and 25 stations receive the program- amount of inventory sold. Then the industry listen to for half an hour." ming through its SkyLight Satellite Network. will take off," Burkhart says. Former Christian In the early '80s and '90s, ashift occurred, The AM plays more talk show host Rich sparked by AC stations like KLTY-FM in "familiar songs, gos- Buhler has led the Dallas, KCMS-FM in Seattle and WCBW- pel songs of earlier trend into the secular FM in St. Louis. "You have 250-350 stations, years and music that especially in the pop field, that primarily appeals te more con- world, and now cre- focus on delivering an audience. So, their servative mstes." The ates audio infomer- programming had to get better. They had to FM is mare contem- cials for both religious have asales staff to sell it," says Burkhart, porary, riot extreme, and secular stations. In the Christian consultant and publisher of the weekly but "to the right of community, since sta- Christian Research Report. In terms of busi- MOR inspirational." ness, activities in the community, rotation of "We are non-com- tions already deal with block program- songs, audience testing and hiring of person- mercial all the way alities, these stations are exactly like other throug'a," says Paul ming, it is avery fer- music stations. "Unless you listened to the Rams2.yer, VP for tile ground for radio lyrics and what the announcer says occasion- Radio and Outreach infomercials," says Buhler. "We are try- ally, you would not know it was aChristian at Northwestern. ing to encourage the station," Burkhart emphasizes. "We bave ashare for In contrast to stations with syndicated pro- cost of service for marketplace to programming, Dallas's 100 kW KLTY makes many longer produce more informa- grams, like 15-30 tion on secular sta- live appearances at Wal-Mart and Sound Artists such as Warehouse. It gets heavily involved in local minutes, that make tions." Amy Grant have found concerts, Dallas Cowboy games and local financial appeals." Maddoux, who has success in both Christian blazed his own path in community events. Shorter programs and mainstream radio. "The songs have the same producers, musi- that use radio as only the media landscape, cians and production values as mainstream a part of their min- agrees: "The Christian pop songs," says John Rivers, KLTY pro- ist-y can give out market is limited. The USA Network is acommercial entity and the gramming manager. Rivers says the positive their phone number, but cannot ask for and upbeat music is becoming more "palat- funds on the air. growth is in secular radio."• able," thus attracting listeners from other KTIS raises money in Sharathons conduct- stations. Some listeners say that the music ed three times ayear. Ramsayer says that the Kathy Gronau is amarketing consultant who "helps them get through the day." goal for its October drive is $1.5 million. contributes to the Los Angeles Radio Guide. Other independently programmed music Secular media has begun to take up religious She recently wrote on Smooth Jazz for The stations like WMUZ-FM in Detroit usually broadcasting. "Word in Music" President Radio World Magazine (now Tuned In). has acume of 120,000; KCMS in Seattle Mark Pluimer is optimistic about that trend. Format Focus appears monthly in Tuned In. Culture War Rages etween Religious and Secular Values!

24 HOUR NEWS The USA Radio Network has been the voice to keep Christian

CHRISTIAN INTEREST NEWS radio listeners informed of the struggle. Trusted for over 10 years, the USA Radio Network provides you with the tools to LSPECIAL EVENTS COVERAGE II draw aloyal audience like amagnet.

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Circle 123 On Reader Service Card

Tuned In JANUARY 1996 37 27-mar 2 4-7 27th Annual Country Radio Seminar, BroadcastAsia96, World Trade Centre, Opryland Hotel and Convention Center, Singapore. The fourth Asia-Pacific Sound, Nashville. Includes panels, presentations and Film and Video Exhibition and Conference showcases. Contact Dave Nichols at the will be held in conjunction with Professional office of the Country Radio Broadcasters in Audio Technology96. Contact organizers in Tennessee at 615-327-4487 ; fax: 615-329- Singapore at +65-3384747 ; fax: +65-339- 4492. 9507. 6-9 Radio Montreux, Montreux Convention rtvi and Exhibition Centre, Switzerland. The events third Montreux International Radio 2-4 .! 11 — 1 Symposium and Technical Exhibition is calendar NAB State Leadership Conference, held in association with the European Washington, D.C. 202-429-5402. Broadcasting Union (EBU), the Association of European Radios (AER) and the National A Comprehensive Listing 28-jun 19 Association of Broadcasters (NAB). of National & Arbitron Spring Book Contact organizers in Switzerland at International Events +41-21-963-32-20; fax: +41-21-963-88-51.

19-22 F-11 Promax/BDA Conference & Exposition, Los Angeles Convention Center. The 4-mar 2 -18 industry's most beautiful crowd gathers to 'Arbitron Winter Book NAB '96, LastiVegas Convention Center, trade promotion and marketing secrets. Las Vegas. The world's largest broadcast Last year's attendance topped 5,400. Contact 5-8 convention drew 83,408 last year. This Promax in LA. at 310-788-7600; fax: Electronic Industries Association/Consumer year, the madness expands into the Sands 310-788-7616. Electronics Show, Las Vegas. The latest, Expo & Convention Center. Speakers, greatest gizmos in adizzying forum of new awards, sessions, exhibits—it's all here. 27-sep 18 technology. Call EIA in Washington, D.C., Contact the NAB in Washington, D.C., at Arbitron Summer Book at 202-457-8700. 202429-5409; fax: 202429-5343. (Future shows are all scheduled in Las Vegas: 22-26 April 7-10, 1997; April 6-9, 1998; MIDEM '96—Cannes, France. The April 19-22, 1999; and April 10-13, record and radio industry will convene 2000.) i9-deC fir along the French Riviera for the 30th Arbitron Fall Book MIDEM convention. For information contact Reed Midem Organization at 179 Avenue Victor Hugo, F-75116 Paris, France; telephone: +33-1-44-34-4444; FAX: +33-1-44-34-4400. V t 100th AES Convention, B nter, r k" Copenhagen, Denmark. The spring Audio NAB Radio Show, Los Angeles. Engineering Society Convention celebrates This annual radio gathering moves

4.-...Neanj%dye its 100th convocation. Contact AES at back to the LA. Convention Center and 53rd Annual National Religious Zevenbunderslaan 142/9, B-1190 Brussels, runs concurrently with the conferences of Broadcasters Convention & Exposition, Belgium; telephone: +32-2-345-7971; fax: RTNDA, SBE and SMPTE. World Media Indianapolis. Contact NRB in Manassas, +32-2-345-3419. Expo, the combined exposition serving all Va., at 703-330-7000. four groups, is open Oct. 10-12. To register, contact the NAB in Washington by phone 15-18 at 800-342-2460 or 202-7754970, or via RAB '96 Marketing Leadership e-mail: [email protected] j Conference, Wyndham Anatole Hotel, Dallas. The Radio Advertising Bureau offers 173 new "power programs" this year, includ- rtentoprom Leipzig '96, Leipzig Fairgrounds, We want to know! Please fax ing sessions on creativity, motivation, Germany. The European Program and event announcements to recruiting and retaining good people, and Media Exchange (Europrom) will bring 703-998-2966; e-mail to making money with technology. Contact together program makers and program ideas 74103.243Se compuserve.com; either Dana Honor in Dallas at 800-722- from both Eastern and Western Europe. or send to Tuned In, P.O. Box 7355 or Gail Steffens in New York at Contact Leipzier Messe in Germany: +49- 1214, Falls Church, VA 22041. 800-917-4269. 341-2210; fax: +49-341-223-20-41.

38 Tuned In JANUARY 1996 INTRODUCING con- Instant Replay' version, analog THE NEW HARD DISK AUDIO PLAYER and digital FROM 360 SYSTEMS VO, automatic Instantaneous cueing of audio for on-air, head trims, and news, spot and and promo production is printer port make now areality. this agile audio player genuinely easy to use. Completely self- contained, Instant Replay sports afour or eight hour hard drive, and can store up to 1,000 cuts. Of course, there's no limit to the length of a Just push one of Instant Replay's cut, and no waiting for floppy disks to load. ten banks of 50 Ilot-Keys and Best of all, it's only $2,995. 500 get immediate playback of your 360 Systems' Instant Replay is the first HOT KEYS stored library of music, sound of an exciting new class of digital audio effects or spots—in stereo, with super- player—especially designed for professional, lative digital quality. high-powered productions.

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Circle 102 On Reader Service Card 'Get More Involved With Sales and promotions profile Programming'

The Promax Promotions Profile offers alook than just the format. then you're in good shape. But usually at the experiences and points of view of the Programming and sales are soon going to spots by themselves aren't that much of an nation's top radio promotion professionals. be married at the promotion director's edge. We usually don't supply good creative This month: Jim Taszarek, president of desk. Promotion has to be good for the in radio stations so we have to provide TazMedia Inc., asales consulting firm that advertiser and the listener and the station — something of discernably different or better provides seminars, new products and sales a three-way win. The day of the wall value. management systems for large-market radio between sales and programming is over; stations. you've got to recycle your assets. You have a And that's value-added? Could he value-added. Where does the radio industry find itself at the beginning of '96? But that inherently comes out of promotions. We're catching up with the '90s — catching It's got to come out ut everywhere; it's got up with changes in other industries such as to come out of programming as well. The consolidation and downsizing. We're freeing programming director is going to have to ourselves of the shackles of industrial meth- help sell one of these days. ods, of doing business the way it was done 50 years ago. How does he or she do that? By being pro-active and open to new sales What's the biggest challenge facing the ideas on the alt. industry as the year 2000 approaches? You've got to stop looking to the past for What should promotion directors do more of answers. You have to look to new ways. in the coming year? Stop treating promotion as asegregated Where Is promotion and marketing in all box with awall around it. Look for things this? promotion can do to help the station. Ask For awhile, television is going to remain themselves, "How can Ibe of more service about the same. That will change in afew than just making up TV spots and bill- years with technology such as high-defini- boards? How can Ihelp the manager? How tion TV, satellite feed, flat screen. In can Ibe indispensable" radio, the day of fighting for ratings points with television might be coming to adose. What's atrend that will continue into '96? It's starting to lose its effectiveness. Fewer people in the radio station. Wall Jim Taszarek Street is in the business now, and managers Why? are looking for ways to cut costs. Unless A lot of reasons. Listeners are confused you're necessary, you're gone. about different stations — there isn't enough promotion director — you can't just use him difference between them. In my market or her to make billboards and TV spots. What's necessary in the eyes of Wall Street? there are two oldies stations and the music You've got to use that person's effectiveness Productivity. If Ican show abottom line, if is hard to discern. The big difference in sales promotion because the competition I, as apromotion director, have contributed between them is their morning teams; one definitely is. to prodbctivity, that's it. But ask yourself, station has ahuge morning team that it Are all advertisers looking for promotions "What else can Ido?" You have to find a hangs its hat on — it has aproduct other now? way to get more involved in sales promotion All advertisers are looking for an edge and programming. over their competitors. They want whatever will take them anotch up in share to their What's the biggest mistake promotion peo- closest competitor. If your spots are so good ple are making right now? by Scott Slaven that they can get that for the advertiser, Thinking of themselves as advertising and

40 Tuned In JANUARY 1996 PINPOINT YOUR LISTENERS

epsøe MiSWIDPId' • KTARe Jit Has the Answers President o n ood fo an as , Executive Vi dent o Amen ús ness Jou Kansas Cit 1983-85. Audience Statistics Vice Presid t/General Manager for ing roadcastin Age/Sex/Race Data WRTH(AM), St. Louis, 1978-81. Buying Trends (BPI),(CEX) Business Profiles Choice Morsels Housing Past Board Member, Radio Advertising Bureau. Occupational (SOC) Past Board Member, National Association of Broadcastert. eFoster Peabody Award, 1988. • Business Statistics ee for Marconi News/T- Static, Retail Sales by Product d Person of the Year, Store Counts of Phoenix Advertising Industry Types

+ Geographic Boundaries promotion people instead of radio people. for everybody. That's going to be our Retrieval Options: Segregating themselves and niching their job major method of communication. One Coverage Areas MSA in acorner. thing needed is innovation. A lot has- n't been invented yet, but this has all Zip Codes DMA What are two concrete things promotions the indications of being enormous — an Block Group ADI people can do to break out of that? atomic weapon of a component in the Census Tract State Sit in on sales meetings and go on sales business. U County calls. Scott Slaven is director of communications for Is the Internet afuture opportunity for Promax, an international association for pro- + Loyalty Database Services radio? motion and marketing executives in the elec- Listener Geo-coding Definitely. It's a future opportunity tronic media, based in Los Angeles. Age/Sex/Race Data Hot Zip Profiles 1-'‘Vege- ,

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e - * . ':'Saildir - .‘... e, Circle 112 on Reader Service Card

Tuned In JANUARY 1996 41 k III U counting 'em down amiliar voices abound in our lives, but world with his grandfather on exciting the number one song from coast to coast in few are as instantly recognizable as adventures. Kasem got the lead role. the USA is `Goin' by aDose,' by Les Paul Fthat of Casey Kasem. While he was at WDTR, Kasem kicked off and Mary Ford,'" Kasem says with alaugh. The king of the musical countdown show, his professional radio career, at the princely "That was the first time Iever did acount- Kasem has been behind the microphone salary of $5 amorning, as an usher for the down show and screwed it up royally." counting down the top songs from coast to "Quiz Down" program on WXYZ, the ABC coast for 25 years. The National Association affiliate in Detroit. Luckily, the engineer for First countdown of Broadcasters honored Kasem for his role the show also happened to perform the The idea of doing acountdown show first in radio in 1985 by inducting him into the same duties for "The Lone Ranger," which struck Kasem in 1949. He was listening to a Radio Hall of Fame, and the Chicago came out of the same station. countdown of the top 10 hits in the country Museum of Broadcast Communications gave Kasem auditioned for director Charles on CKLW, out of Windsor, Ontario. The him similar recognition. Livingstone and started doing character roles disc jockey was Eddie Chase, who called his show "The Make Believe Ballroom," familiar Forever hit-bound, Kasem also is famous on the show. He also worked on two other for his work on television cartoon shows shows at WXYZ: "Bob Barkley, American as the milieu within which Martin Block such as "Josie and the Pussycats" and Agent,» and "Challenge of the Yukon," and other Dis worked around the country. "Scooby Doo, Where Are You?" He's an which later became known as "Sergeant Kasem, who hadn't yet graduated from award winner as well. Preston of the Yukon." high school, was not abig fan of the music Among his accomplishments are multiple Radio drama continued to figure in Chase played. "But Iknew enough about it, radio industry and Billboard Magazine Kasem's life. While serving as acorporal in so that when a song became abig hit, I awards for "American Top 40" and "Casey's the U.S. Army, he created radio drama on could recognize it." He says he learned that Top 40." "Casey's Countdown," one of the the Armed Forces Radio Network in Korea "if asong becomes anational hit, it means four shows he now does for Westwood One, and worked on such programs as the drama that people who might not necessarily be was recently named Billboard Network/ "Jet Pilot" and the comedy "Angles big fans of pop music would at least know Syndicated Program of the Year. What's Anderson." and be familiar with the artist and the song. more, he is deeply involved in many social While in Korea, Kasem did some disc jock- It just taught me that there was room for a and humanitarian causes. ey work, spinning country records and read- national countdown." ing mail from home. "That could have been Kasem's reign as the king of countdown Getting started the seed of the idea to create what Ido shows was still in his future, however. Growing up in Detroit, Kemal Amen now," he says. After he returned to the United States from Korea, he resumed his acting duties on 'Casein was amember of the radio club at Kasem also did a morning show called Northwestern High School. Members would "Crazy Casey," on which he lasted two "The Lone Ranger" and got ajob at WJLB get airtime by delivering announcements weeks. in Detroit in 1954, where he stayed over the public address system on Tuesday In Korea, Kasem did and Thursday mornings. Young Kasem got his first countdown even more airtime by reading school sports show. "The number reports. one song that Ihad to The radio club also ventured into radio count down to was drama. When he left high school, Kasem 'Vaya con Dios,' by asked club sponsor George Shapiro if he Les Paul and Mary would recommend him to be an intern for Ford. The guy who WDTR, the Detroit public school system's normally did the radio station. The 18-year- old Kasem was hired to work there as an unpaid Radio has given me intern during the summer of 1950, just before going the opportunity to do to Wayne State University. At the station, Kasem met alittle bit more an intern named Don Bustany, who was aWayne State student. Bustany later than perform.), became Kasem's partner, and together they created "American Top 40" and — Casey Kasem "American Country Countdown." Bustany suggested that Kasem audition for ashow that aired on WJR in Detroit on countdown wanted to Saturday mornings, "Scoop Ryan, Cub go to a movie that Reporter," about a boy who toured the night ... Isaid, 'Go ahead, I'll do the thing for ya.' So, Igot up to the last number by Alan Haber and Isaid, 'And now, ladies and gentlemen,

Tuned In JANUARY 1996 43 until 1956. His next stop was WJBK, where he became a six-day-a-week DJ. He took a year off, working in his parents' grocery store, and then he went to New York to act. He stayed six months. 11111111111111111111i Following this detour, he returned to radio. Kasem worked at WJW in Cleveland FINALLY! from 1959 to 1960, WBNY in Buffalo, ID Jingles BUY-OUT MUSIC — $99 N.Y., and KEWB in Oakland, Calif. He also Sixty 60-second music beds for .. $99 worked at KRLA in Los Angeles from 1963 You Can Afford 198 :30 & :60 music beds for ....$198 to 1968. Great customized ID jingles 120 production effects "Zings, Zaps for A/C (hot, medium and soft), and Zoodads" for $99 The Birth of American Top 40 Country (hot and traditional), and 122 New Lasers & Sweepers fe In 1969, Kasem says he realized "the time Oldies stations. Over 700 stations in the US and 8other countries For FREE DETAILS on was ripe" for getting his idea for a count- use our jingles! Call toll-free production music, SOL.11161 down show off the ground. He called Ron for FREE CD demo now! effects, call Jacobs, who was just beginning Watermark Inc., which was later purchased by ABC. 800-451-KENR Ghostwriters (612) 522-6256 Watermark began producing "American (5367)

Circle 50 Onlreliánr Service Card er Service Card

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Top 40," launched on July 4, 1970. According to the book "Los Angeles Radio People" by Don Barrett, WMEX in Boston ATTENTION PROVIDERS! was the first station to broadcast the show. Did you realize that doing business without advertising is like winking in Approximately six stations were on-board initially. the dark! You're the only one who knows what you're doing! When AT 40 began, the show was given away, at Kasem's request. "I believe Imay The only way to get part of the market share is have been ahead of everybody in that area," getting your name recognized by our 14,000+ readers. he says. "Ultimately, that's what everybody did." AT 40 was distributed this way for the If you don't advertise, you won't get calls. If you don't get calls, first year. The program's first sponsor was Mike you won't get business ... Curb, then-president of MGM Records. Kasem suggested to Curb that he pro- Promote your services to Tuned In's readers. Reach group owners, mote his company's records, which he station owners, GMs, sales managers, program directors did with "One Bad Apple" by the and engineers with your message. Osmonds, a number-one smash in January 1971. At that point, AT 40 was For information on affordable advertising, call Simone Mullins at on 75 stations in some of the top markets in the country. 1-800-336-3045 Revenue wise, things could have been better. "We only retained two commercial positions per hour in a three-hour show," Kasem recalls. "We should have taken 50

44 Tuned In JANUARY 1996 says that the audiences are introduced, weekly at least, to songs that may not be played in their markets. "I would think in some small way," he says, "we've had an opportunity to expose alot of music in as many as 500 cities in the United States on aweekly basis." Still one of the premier personalities working

percent of them like everybody else did." After the first year of the show, the stations carrying it were told they would have to pay for airing it; Kasem remembered there may have only been one station that declined to do so. One of the most popular features Kasem includes on his shows is the Long Distance Dedication, which evolved from aletter he received in 1964 while at KRLA in Los Angeles. The letter was from a 12-year-old girl named Elaina. Kasem read the letter over Beatles producer George Martin's instrumental rendition of the group's "And I Love Her" and called the ensuing record "Letter from Elaina." A feature on Kasem's show, called "Letters to the Sweetheart Tree," followed.

New challenges In 1989, the relationship between Kasen and ABC came to an end when Kasem asked for more money than ABC was will- ing to pay him. A meeting with Westwood One then-CEO Norm Pattiz followed. Pattiz had heard that Kasem might be interested in UNIVERSAL CONNECTIVITY> leaving ABC. He offered Kasem a deal in audio management systems Kasem calls "the best move Iever made." Meanwhile, over at ABC, announcer Shadoe •Custom Systems —Designed, configured for YOUR operation. Stevens replaced Kasem as the host of AT •Intelligent Interfaces —Traffic, Music, Accounting, Production, Scheduling, Editors, ett. 40. •Choices —ITC's Partners Program brings you the best in quality supporting products. These days, Kasem hosts four shows for Westwood One — "Casey's Top 40," aweek- •Your tool audio management system supplier —consulting, engineering, manufacturing, ly CHR countdown; "Casey's Countdown," installation and service. a weekly three-hour adult contemporary •Call ITC today —Discover the benefits of asystem tailored to YOUR needs. show; "Casey's Biggest Hits," a Monday through Friday five- to seven-minute show (309) 828 -1381 featuring abig hit and the story behind it; and "Casey's Hot 20," aweekly Hot AC International Tapetronics Corporation countdown. 2425 S. Main Street, Bloomington, IL 61702 lb It is not clear what influence shows such as Kasem's have on the popularity and sales of records. "That's never been evaluated." He Circle 59 On Reader Service Card

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S.\ L \,.‘5,-\\ \s\-•1',ti,:"'-\' -'- •t 1 • • `/14 \\‘‘ t' ,-;\'‘ \I ‘.4.'•••,. - 1 \,..--*, 1,.4) ,-L \ ---•'m -_, ‘, efri-. ..; \`‘'•%. s :.• t‘ in radio, Kasem says he thinks personality is that one, two or three radio stations domi- the years go by," he says. "It's not something even more important today than when he nated amarket. "That's not the case neces- that Idread. It's something that Ithink got started in the business. "There are so sarily today," he says, "and the ratings aren't we've all become richer for — not only finan- many stations that you need something that in the double figures as they were many cially but also culturally." will create your niche," he says. "While it years ago." As Kasem would say, "Keep your feet on may be just the music, there's the personali- the ground and keep reaching for the stars." ty on top of that, and that's what builds Diversity is healthy This famous closing line originated when he strong ratings, particularly in the morning — This diversity is healthy, according to was on the air at WJBK in Detroit and realized he was going to be aDJ. "I figured now not to mention picking up young people at Kasem. "I think it's good for the music busi- that I'm going to be on the air every day, I nighttime." ness. It's good for those of us who work in A strong personality, he says, will bring an radio. It's good for the radio stations, and have to say something significant as Isign- audience to astation. "It's always been the we certainly see what's happening to them — off." He thought he should make his sign case, even during the '60s, when alot of they just keep becoming more valuable as e people thought that (Bill) Drake was just time and temperature on his stations," Kasem says. "That's not true. He had strong radio personalities who were able to do Now Paging You... humor within 30 seconds, instead of taking via RBDS

Did you know that you can use your RBDS signal for paging applications? One of the most popular The SC-100 RBDS Generator from CRL makes it easy for your station to produce new revenue streams from features Kasem includes RBDS today. You can lease out group 7of your RBDS signal for paging networks. Or you can use the built in mini-terminal on his shows is the Long program system that will support up to 300 pagers. This Distance Dedication, which small in house network takes only minutes to program! In addition to paging you can use RBDS to control evolved from aletter he automated billboard signs, and send additional text streams to special receivers. Or lease out group 3of the RBDS signal received in 1964 while at for global positioning localizer information. The CRL SC-100 fully supports the RBDS standard KRLA in Los Angeles. and is built to grow with RBDS as you do. Many of the RBDS generators on the market today support just part of the standard. What they are missing could cost you money! RBDS is an exciting new technology that can increase your stations revenue today. The SC-100 lets you take advantage of all that RBDS has to offer. We have a aminute and ahalf to be funny." These comprehensive guide that explains all of the ways that RBDS personalities included legends like can benefit your station now. Call, or fax us for afree copy Charlie Tuna and the Real Don Steele. today! Promotion good avenue The CRL SC-100 lets you light up your Regarding promotion, Kasem says that TV listeners' new "smart radios" and make is agood avenue and so is making promos fi for on-air talent. Also important, he adds, is money from RBDS today!

making the audience in amarket feel that Order yours now! tetele you are servicing the community by getting involved with the people. tepel jon Ili These days, in these same cities and Re5e towns, there's quite alot of diversity in the kinds of radio available on the dial. "We have just about every kind of possibility," Circuit Research Labs, Inc. 2522 West Geneva Drive •Tempe, AZ 85282 Kasem says, "every kind of music possible getting an opportunity to find aniche." All era& 602 438-0888 •800 535-7648 radio stations today seem pleased just to SYSTEMS FAX 602 438-8227 have at least some part of the audience, whereas back in the 1950s it was possible Circle 30 On Reader Service Card

Tuned In JANUARY 1996 47 off "something substantial, something that's significant, and something having to do with the way Ifeel about life." He asked The FCC has made it himself how he felt about things. He says he remembered thinking: "I feel Iam in official... IT'S OK TO RUN UNATTENdEd!

At SMARTS Broadcast Systems, we're the world leaders in unattended technology. We built an entire network in Europe that runs without anybody in the local affiliates, and it works great! You can walk away from your station for an hour or aweek when SMARTCASTERS are running the show! We have acomplete package of hardware and software that can make you sound live, even when you are nowhere around. Our packages include:

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the greatest country in the world with We integrate this into asingle system with built-in redundancy and every opportunity afforded me possible, emergency backups that lets you and I've got that shot at the ring. But at the same time, Ialso feel very sensitive about run unattended with peace of mind! how to get there, and to make sure that it's not on somebody else's back or at somebody else's expense." Let us tell you more. Call, Fax, or E-mail for more He remembered the expression "Keep your information, or ademonstration feet on the ground." He knew he wanted to do that, but he also wanted "to keep reaching for the stars." He's used his famous sign- Call SMARTS Sales at 800-498-0487 off since 1956. Listen to a demonstration at 800-747-6278 Golden opportunity Eat. 700 Kasem is proud of his career accomplish- E-mail us at smartsencn.net ments. "Radio has given me the opportunity to become a celebrity, to have a forum Or fax us at 800-498-0618 because of my celebrity, and be able to do a little bit more than perform, to perhaps make adent in politics with some of my ideas with regard to social causes and so on," he says. SMARTS Broadcast Systems "I feel very fortunate to have aradio show that's been around for 25 years and seems PO BOX 284, 2102 MAIN STREET, EMMETSBURG, IA 60636 4 headed toward its second 25 years." la Alan Haber is afree-lance writer who spe- cializes in radio and avariety of popular culture topics. He writes on the Internet and

Circle 35 On Reader Service Card radio personalities for Tuned In.

48 Tuned In JANuARr 1996 VOICEOVERS PROFESSIONAL CARDS

A Fresh, Smooth Sound HAMMETT 8r EDISON, INC. Voice Overs •Liners+ Protons* Spots4•10's CONSULTING ENGINEERS All Formats RADIO AND TELEVISION Professional &Affordable Box 280068 San Francisco, CA 94128 Greg Martin Productions 610-488-0803 Fax 610-926-0984 707/996-5200 202/396-5200 D.C. HE 707/996-5280 Fax D-L RADIO PRODUCTIONS Nlember AFCCF classified • VO'S — Commercials AC • For Demo Call PROGRAMMING marketplace Dennie Fitzkee IAddlt Contemporary variants . 717-873-6040 Lite +Hot +Rock +AC Oldies Music Logs &Format Implementations TRANSMITTERS Affordable Prices For All Markets • PALMA B DCASTING TRANSCOM CORP. 71 7 E3-631E12 Serving the Broadcast Industry Since 1978 Consulting Communications Engineers • Station improvement and modernization Fine Used AM & FM Transmitters •FCC Applications and Field Engineering and Also New Equipment •Frequency Searches and Coordination For the best deals on Celwave products, OWL ENGINEERING, INC. Andrew cable and Shively antennas. • ...... ) 1-800-797-1338 "Member AFCCE" 1306 W. County Road. F, St. Paul, MN 55112 •612-631.1338 1 kW FM 1978 Collins 831C-2 1kW AM 1982 Harris SX1 2.5 kW FM 1978 Harris FM2.5K 1 kW AM 1981 Harris MW1A HELP WANTED 2.5 kW FM 1983 Harris FM2.5K 1kW AM 1966 Gates BC1G 5 kW FM 1969 RCA BTF 50 5 kW AM 1977 RCA BTA 5L DIRECTOR OF ENGINEERING FOR 10 kW FM 1982 Harris FM 10K 5 kW AM 1979 Continental 315-F 10 kW FM 1968 RCA BTF 10D 5 kW AM 1978 Harris MW5A/B FM STATION NETWORK Harris founded, Dallas based nationwide network compa- 10 kW FM 1971 Collins 830F-1B 10 kW AM 1971 CCA AM 10,000D ny. Must be experienced in subcarrier operations, remote 20 kW FM 1968 RCA BTF 20E 10 kW AM 1974 CSI T-10-A controls, design and construction, proof & FCC rules. 50 kW AM Harris MW50C3 50 kW AM Continental 317C Committed to quality &having fun. Send resume to Jon Canaday, PO Box 159 Melbourne, FL 32902-0159, or to I 1077 Rydal Road #101 [email protected] Rydal PA 19046

800-441-8454 • 215-884-0888 • FAX No. 215-884-0738 Chief Engineer: ‘VECK, heritage DA-2 AX1 of Southern Michigan & two class A FMs. Must have experience with analog & digital sys- Circle 27 On Reader Service Card tems. STL, RF. Marti & Satellite equipment. Send resume to General Manager, WBCK, 390 Golden Ave. Battle Creek, MI 49015. WBCK is an EOE & encourages women & e ATTENTION minorities to apply. ADVERTISERS! CHIEF REGIONAL ENGINEER FOR FM SUBCARRIER UPCOMING DEADLINES CLASSIFIED NATIONWIDE NETWORK Deadline for Feb. '96 issue ADVERTISING RATES Harris founded messaging network is looking for 6FM broadcast engineers with experience in subcorrier opera- January 5, 1996 Line ads — $1.50 per word tion and with knowledge of HF. Exciting job, fast-growing Display ads — $60 per column inch Deadline for March '96 issue company, weekly overnight travel required. Committed Professional cards — $65.00 February 2, 1996 to quality & having fun. Send resume with salary requirements to Call Simone Mullins, Classified Ad Manager, Tel: 703-998-7600 Jon Conaday, PO Box 159 to reserve space in the next issue. Use your credit Fax: 703-998-2966 Melbourne, FL 32902-0159, or to card to pay; we accept Visa & Mastercard! jcanaday©flashcomm.corp.harris.com

C=3 JANUARY 1996 49 WIMG(AM) Trenton, N.J.

facility spotlight o Owner: Morris Broadcasting Co. of New Jersey Inc. Format: Gospel President: Michael Morris Station Manager: Charlie Geter Engineering Provided by Sage Communications; Art White, V.P.

ospel WIMG(AM) is dedicated to providing the best in gospel music and community service programming. GThe Morris Broadcasting Co. of New Jersey Inc. took over WIMG in summer 1993 and immediately implemented changes, in both programming and equipment, designed to better serve the African-American community. The 5kW AM station revamped its format to include traditional, contemporary and top 40 gospel. Daily local news, weather, sports and traffic reports were added. In 1994, WIMG became an affiliate of NBC and now receives hourly feeds from the network. To enhance the station's signal and improve its efficiency, Morris timely weather forecasts. The Weatherbrief, by Weatherbank, gives "completely rebuilt the station from the studios up," says Art White, WIMG access to national weather forecasts whenever needed. V.P. of Sage Communications. At the center of the system is AXS by WIMG's has received recognition and awards from New The Management, which computerizes the station's daily logs and Jersey's Governor, state legislature, local officials and community commercials. Radiomixer, aPR&E control board, and four JVC 100 groups. jukeboxes allow for tight programming where staff rarely touch a CD. White installed aKahn Powerside to improve signal coverage, Facility Spotlight offers alook at innovative radio facilities. Share your cus and ISDN is used for news, traffic reports and interviews and offers ring edge with us. Call Managing Editor Whitney Pinion at 703-998- studio-quality sound. A Davis Weather Monitor provides accurate, 7600. advertiser index This listing is provided for the convenience of our readers. Tuned In assumes no liability for inaccuracy.

reader Page reader Page reader Page number advertiser service number advertiser service number advertiser service

31 360 Systems 130 28 Group W Satellite 208 15 Scott Studios 74 2 Arrakis Systems 41 7 Harris 107 48 Smarts Broadcast Systems 35 59 23 Audio Broadcast Group 11 45 ITC 28 Stardate 80 39 BSW 102 33 Inovonics 70 46 Symetrix 167 3 Broadcast Programming 7 9 Jones Satellite Network 134 24 Szabo Associates 21 47 CRL 30 44 Ken R. 50 28 Collectors Radio Network 210 44 La Palma Broadcasting 5 Telos Systems 173 35 Computer Concepts Corp 157 17 Major Broadcasting Network 151 49 Transcom Corp. 27 49 26,27 Dalet Digital Media Systems 145 28 Motor Racing Network 1 UPI 41 Dataworld 112 18 Musicam USA 164 37 USA Radio Network 123 32 Focus on the Family 17 51 National Public Radio 203 52 Wheatstone Corp. 83 44 Ghostwriters 186 14 Radio Spirits 189

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Circle 83 On Reader Service CardWheatftone CorPoration