IN RADIO No-Growth Industry
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t takes many skills to lead a cluster of radio stations heading into 2016. The Isuccessful radio manager of today must THE not only understand every aspect of how a radio station operates, from engineering to sales to programming, but also the new issues and challenges radio is tackling in a BEST technology-driven world. Is programmatic going to drive new revenue? Should you be part of NextRadio? How important is having a mobile app for your listeners? Is Pandora convincing clients to move in its direction? Is search something radio sellers need to learn about and teach to MANAGERS advertisers? The list goes on and on — not to mention the ultimate responsibility of driving revenue in what has been a nearly IN RADIO no-growth industry. We asked the 2015 class of top managers what motivates them to lead people to success every day. And just about everyone on this list told us first about the importance of having great people, employees who care about their radio stations, their clients, and their listeners. Some helped us understand how they are dealing with challenges, both locally and industry-wide. And others gave advice on how radio can be stronger and generate more — and new — revenue. There are hundreds of great ideas you can use right away in the pages that follow. So let’s get to it. Here is Radio Ink’s list of the 30 Best Radio Managers for 2015. DAVID ABEL David Abel, out front with audience, we will continue to come VP/General Manager Apex staff. out on top, delivering a strong ROI. Apex Broadcasting I often share a bit of a history lesson, Charleston, SC stating that the record player was the Abel says watching his team create, first technology that was going to thrive, and accomplish their goals kill radio. Then there were 8-track is what motivates him more than tapes, cassette players, Walkmans, anything else. “Our core culture is built CD players, MP3 players, satellite around the talent of our employees, radio, and now pureplay streaming and I encourage creative solutions that services. What’s next? support our overall strategies within “Time and time again, radio each department,” he says. “To me continues to stay relevant and there is no better feeling in my job than when radio relevant in the hearts and minds of maintain a dominant position among all I see my team members’ passion and creativity listeners and advertisers in an age where media. The reality is that radio was and fuel our efforts as a company to achieve new technology has changed the landscape for continues to be the ultimate mobile medium heights.” media. Abel says, “Radio is battle-tested, and that has a larger reach and a much better ROI What is his number one challenge? Making I tell my team that as long as we continue to for advertisers than any other medium.” sure his team is doing a great job at keeping innovate and keep our brands relevant to our www.radioink.com October 12, 2015 | RADIO INK | 25 RI_pxx_Managers_10-12.indd 25 9/30/15 7:51 AM THEBEST that is in decline. We may be traditional in profitable — for Entravision. He’s a leader by the sense that we have been around a while, example, and one who always offers his time MANAGERS but we are anything but in decline. Second is and efforts to help the team. IN RADIO the perception that radio is suffering major Apostalides says knowing that what radio time spent listening losses to the pureplays does every day benefits listeners, clients, and of Pandora and Spotify. We are not suffering the community motivates him to lead his major losses, and the new reach people to do great things. The three biggest Alpert with his Kansas City staff. figures just released prove challenges facing radio as we head into that. Third is the perception 2016, according to Dean, are, “Other audio that radio is only about the competitors, diversifying our advertiser mix audience that hears what to protect against a downturn within any comes out of the speakers. key category of business, and getting our Again, not true. We are brands fair share of political revenue.” And, as a with listeners who absorb our manager, Apostalides says managing time on-air content, stream our while ensuring he spends quality time with signals, surf our sites, interact his team and clients is always a challenge. with our personalities on “There is never enough time to do all the social media, and attend our things you have to do.” events. The fact of the matter is, with all of the challenges facing other media, DAVE ALPERT we as an industry are in great shape. We VP/Market Manager offer enormous reach, stronger engagement Entercom/Kansas City through our local personalities, affordable Dave Alpert is a dynamic and experienced campaigns on a relative basis, and local leader who has built a market-leading cluster activation that digital, TV, cable, print, and in Kansas City. His focus on developing pureplay can’t even come close to matching.” integrated opportunities and world-class events has helped grow the Entercom stations and engagement with their listeners. DEAN Alpert says he looks forward to the daily DAVID AYERS challenges of motivating his staff. “I love APOSTALIDES Vice President/General Manager the fact that every day is different from the SVP/Integrated Marketing Solutions Flagler Broadcasting previous day,” he says. “We have eight radio Entravision Palm Coast, FL stations with a full on-air staff committed to Phoenix In 2007 Jim Martin and Gary Smithwick providing Kansas City with the best live and Dean Apostalides has 32 years as a sales founded Flagler Broadcasting with the pur- local content working side-by-side with 32 and management leader, and he’s approach- chase of an unbuilt construction permit in local sellers, so there’s never a dull moment. ing four years with Entravision. He has great Bunnell, FL, and they hired David Ayers to run In our building you will find baby boomers, leadership and visionary skills and always the station. There was no local commercial Gen X, Gen Y, Gen Z, and now millennials, looks for new and exciting ways to accom- radio station in the county, so he had to start and each group has different motivations. plish goals set for himself and his stations. from nothing. Since then, Flagler has added It’s challenging, rewarding, and fun to adapt These skills, as well as his superior attention three full-power FMs and two FM transla- management styles to meet the motivations to detail, have enabled him and his team to tors. Smithwick says of Ayers, “He did this of each generation and each individual.” make the Phoenix unit successful — and through his skill and magnetic personality Alpert says the number one challenge and by contributing hours and hours of time he faces today is on the revenue side of the to local causes in Flagler County. We have an business. “At Entercom, one of my roles as extremely high retention rate among our staff market manager is to think like I am the members, due in large part to his leadership. cluster’s chief revenue officer. With that being I’ve been in the business since 1962, and I’ve said, increasing new-business development, never worked with a more dedicated or more growing and superserving your existing professional general manager. He truly exem- direct and transactional business, growing Apostolides (r) with sales staffers David Acosta, plifies excellent management skills coupled revenue in the ever-changing world of digital, Esmeralda Rivas, Eleonora Sanchez, Eva with a strong commitment to providing and expanding our opportunities in the Esparza, recording artist Gerardo Ortiz, and public service to his audiences. David is truly experiential and event business are all part of sales team member Erica Atencio. a standout.” being that chief revenue officer. My biggest Now, with 40 years as a manager, Ayers says challenge currently is wrapping all of these empowering his staff to perform with trust vital, long-term growth initiatives into one and freedom is what motivates him every day. cohesive, organized, and executable plan.” “Motivation is self-perpetuating when people For radio, Alpert says the challenge has love what they do,” he says. “Once those been all about perception. “First is the WIth sales team members Blanca Williams, Ele- fundamentals are in place, motivation is easy perception that radio is a ‘traditional medium’ onora Sanchez, Erica Atencio, and David Acosta. and it awaits you every day.” 26 | RADIO INK | October 12, 2015 www.radioink.com RI_pxx_Managers_10-12.indd 26 9/30/15 7:51 AM THEBEST STEPHANIE MANAGERS CALLIHAN IN RADIO Vice President/Market Manager Entercom Austin ability to incorporate a multitude of digital Stephanie Callihan opportunities that will provide continued is a talented and moti- revenue growth. I am also excited for the vational general man- challenges that 2016 political opportunities ager who has rein- (L-r): Entravision VP/Programming Nestor Rocha, will create, allowing us to provide greater vigorated Entercom’s KSSE (Super Estrella 107.1 FM)/Los Angeles reach and impact for this vital category.” Austin cluster, where midday personality Carlos Alvarez, and Matt her focus on employee Cardenas. development and cul- STEVE ture is driving great professionally and personally.” results. She’s client- Cardenas believes there are many CHESSARE focused and fosters a culture that develops challenges facing managers today. “One of VP/Market Manager creative, integrated solutions for clients. these challenges is identifying, recruiting, and Greater Media What motivates her? “After 26 years hiring the best employees,” he points out.