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

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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.”

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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. Detroit in our business, I have never been more “I believe it is imperative to the growth of Steve Chessare is one of Greater Media’s passionate about radio,” Callihan says. “Radio our team, and industry, that we continuously premier market managers; since he took has evolved into a vital marketing tool for strive to bring the best and brightest on board over the company’s Detroit-based properties, local, regional, and national brands. We are in order to lead the future. The challenges both ratings and revenue have gone up, and one of the few mediums that can activate the that I see for radio in 2016 are growth- morale has never been better. He says the consumer at multiple touchpoints. Whether and recognition-related. Radio is a dynamic greatest satisfaction he gets from his job is we engage the listener via our airwaves, medium that connects directly to listeners. I seeing someone in the organization succeed via rich digital platforms, or activate them believe it is vital for our growth to tell this in their role and knowing they are a vital personally on the street, we have the ability story and capture a larger portion of the part of the team’s overall success. Chessare to create innovative solutions that will move available marketing dollars. Radio also has the says, “We have achieved so much over the the needle with our abundant toolbox. “I’m so grateful to spend my day doing something that I’m deeply passionate about. I’ve never woken up in the morning to that horrible feeling of not wanting to go to work. I truly love our business, and most importantly, the people that I work with and for. My mantra: ‘Live well, laugh often, and love what you do.’” For the future, Callihan hopes we can do a better job of telling young people about radio and why they should pursue a career in our industry. “It’s very difficult to identify, recruit, and develop our next generation,” she says. “People are our single most important asset.” MATT CARDENAS SVP/Integrated Marketing Solutions Entravision Los Angeles Matt Cardenas not only has the ability to achieve revenue and ratings goals, he also possesses an uncanny magnetism that attracts other talent. “I am motivated every day by the opportunity I have to support, lead, and mentor my team,” he says. “It really is an honor to see people you work with every day achieve their goals both

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RI_pxx_Managers_10-12.indd 27 9/30/15 7:51 AM THEBEST MANAGERS IN RADIO

Forgy with his Columbus team.

Enthusiasm, Accountability, and Teamwork.” Forgy says, “It is the culture we created years ago here at the Columbus Radio Group. In fact, at the end of each month, past three years at Greater Media Detroit, and through employee nominations, we give the it is the result of so many individuals doing G.R.E.A.T. Award to the one employee that great things every day! The people here make Daniel Finn with Donna Eichmeyer of LiveNation. best reflects the culture of G.R.E.A.T.-ness. it energizing to come to work every day. Maintaining and sustaining the motivation Then, at the end of each year, one employee “The biggest challenge is living up to of the staff is the formula for success.” is awarded the annual G.R.E.A.T. Award, the expectations of the people I am leading. Finn goes on, “As a manager, the top which includes prizes and time off.” This group has come to expect that everyone challenge is actually outside the radio He goes on, “Effective leaders create a bring their ‘A game’ every day. There is a facilities, in the media-buying community. vision and a culture, then the employees communal drive to elevate GMD to new While the properties I oversee have been reflect that culture back to the leader. So heights of ratings and revenue growth. I very consistent with staff and solid in the when someone in a leadership position can’t afford to let this team down.” ratings for a very long period of time, the says, ‘We have a culture problem in our We asked Chessare what he believes radio fact remains that many millennial media organization,’ I would suggest they look in can do better. “Radio has to do a better job buyers don’t actually listen to traditional the mirror. Leaders who don’t get up every of being a solution provider to the people radio and assume everyone’s habits are like day with the simple objective in mind to we serve — the listeners, advertisers, and theirs. So an additional education process grow their people so in turn they can be employees,” he responds. “For listeners, we is invoked in the buying process that didn’t equipped to grow more people (and so have to create better content that will keep exist in the past.” on) are really missing out on a wonderful them engaged and coming back for more. What can radio do better? “I think the adventure that will serve their organization, For advertisers, we need to help them meet radio industry as a whole has to get back to their people, and themselves quite well.” or exceed their marketing objectives through what made us relevant in the first place, and cool, custom, and diversified programs that that is content,” says Finn. “I’m a big believer engage their target consumer. For employees, in live and local, and that’s what we’re doing JOHN FULLAM we need to provide a dynamic, challenging in . This effort is totally supported Senior VP yet fulfilling work experience. I believe radio by Peter Smyth and Greater Media. It’s what Greater Media is in an excellent place. No other source of we are all about as a company. Overall, I Philadelphia content reaches 94 percent of America on a believe radio is in a very good place. We John Fullam has been called the “gold weekly basis.” still have a lot of ears listening. Digital has standard” as a manager. His resume is a affected more eyeballs than ears, yet as an blueprint for success, industry, we have taken an undue hit.” and the Philadelphia DANIEL A. FINN stations continue to set SVP/Regional General Manager the bar for the com- Greater Media CHRIS FORGY pany. New Jersey President/General Manager Fullam says the This past year Dan Finn was inducted The Columbus Radio Group (Saga question of what into the New Jersey Broadcasters Hall of Communications) motivates him is easy Fame. He’s considered one of the very best Columbus, OH to answer. “I’m for- market managers in the Greater Media family Chris Forgy has 30 years in the radio tunate to work with an extraordinary — admired by his employees, industry business, 15 as a manager, and the folks at group of people who want to be the leaders, advertisers, and the communities the Columbus Radio Group tell us you can very best at what they do,” he says. “It’s he serves every day. “What motivates me go to him with anything, “even with your important that our people get the support to lead my people to do great things is the hair on fire,” and he’ll and resources they need to be successful. constant focus on winning,” Finn says. “This walk through a very Building a strong workplace is important industry is very competitive, and that keeps specific plan to over- and allows us to better serve our customers it interesting and fun. It’s never boring. But come it, leading by and listeners. We are also focused on inno- my motivation alone won’t get us where example. “G.R.E.A.T” vation initiatives for future growth, and we need to go. When hiring, I identify in his organization that too is a great source of motivation for candidates who share the same motivational is an acronym for our entire team. Our stations strive to make drive, coupled with a strong creative mind. “Gratitude, Respect, a difference in the lives of the people of

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RI_pxx_Managers_10-12.indd 28 9/30/15 7:51 AM THEBEST Philadelphia, in so many wonderful ways, understand the competitive landscape, and and that makes our team proud.” stay accessible to all of your people is a Fullam says radio’s three biggest monumental challenge, but exhilarating at MANAGERS challenges today are growing revenue, the same time.” IN RADIO changing advertisers’ perception on how Heading into 2016, Hannon says radio effective radio is today at reaching every needs to do three things well: “Making sure consumer group, and monetizing online our brands are relevant and connected to virtue, decency, fairness, scrupulousness, listening. “Growing revenue in a flat the local communities that we serve every sincerity, truthfulness, trustworthiness.’” market is a significant challenge,” he says. day. Understanding how audiences, especially That employee told us, “All of these words “It has forced us to deal with the brutal fact younger audiences, are consuming media describe Marsha to a ‘T.’” that if we don’t adjust our sales strategy, and radio in the digital era, and creating What motivates Landess every day? “The we will not grow. It requires us to invest in and distributing content through any and all passion and desire to be the best in everything our future and be equipped to build new means to stay connected to them. And, while we do,” she says. “Enthusiasm combined with sources of revenue — particularly digital core business continues to contract, finding the passion to win is contagious. When I see and integrated solutions for our customers, ways to grow our business through creative these attributes in our staff, then I know we which are excellent opportunities for thinking, developing programs that deliver are doing the right things that will lead to future growth.” optimum ROI for clients, and finding new greatness. What motivates me every day is Fullam also believes radio must invest in revenue streams in the digital era are essential.” seeing the look on our team’s faces when we talent and innovation to make content great, have worked together to accomplish a goal. and indispensable. “Like many industries, Nothing is more satisfying than creating and radio is being challenged by a changing DEBBIE KENYON executing a flawless community event or a economy and a variety of disruptors. If we SVP/Market Manager client promotion.” evolve, invest, and provide great content, CBS Radio She goes on, “Helping people grow and radio can remain an important part of Detroit excel every day is exciting and satisfying to consumers’ daily lives in communities Debbie Kenyon has been SVP and mar- me. I want to know our team’s professional across the U.S.” ket manager and personal goals so I can help them. for CBS Radio’s My position is as the person who helps to Detroit cluster alleviate obstacles, provide resources, coach, MARK HANNON since 2008. She is train, empower, and listen. We learn together SVP/Market Manager a constant on our from the mistakes we make and the risks we CBS Radio Best Managers and take. Part of growth is taking the risk to do Boston and Hartford Most Influential something new or different, to come out Mark Hannon was appointed SVP and Women in Radio of our comfort zone. We won’t win if we market manager of the Boston cluster in lists, as well as a do the same things over and over. We have 2007, and in finalist in the 2015 Radio Ink Radio Wayne the ability to change lives, and if we are 2015 assumed an Awards. committed to being the best we can be, then expanded role that nothing else matters — except, of course, to includes overseeing have fun along the way.” CBS Radio’s stations MARSHA in Hartford. Before his current role, LANDESS SUSAN LARKIN he was SVP/GM Station Manager Regional Vice President/GM of various stations Radio One Cox Media Group in Boston — Hannon has spent his entire Richmond Orlando and Jacksonville career in Boston, having started in sales at One employee told Radio Ink that you Susan Larkin is motivated to lead her American Radio Systems in 1989. He says can sum up Marsha Landess in one word: people to do great things because she’s he’s fortunate to work in radio and as excited integrity. “If you look up the definition of assembled a group of employees who care to come to work today as he was 26 years integrity, it states, ‘The quality of being deeply about what they do. “I am inspired ago, when he broke into the business. “The honest and having strong moral principles; to walk in every day and be on a team with industry has changed dramatically over the moral uprightness. Synonyms: honesty, super-talented people who are passionate years, but what hasn’t changed is that it is a probity, rectitude, honor, good character, about our business, care about engagement, people business first,” Hannon says. “It is so principle(s), ethics, morals, righteousness, love to innovate, and have each other’s backs,” gratifying to work with an amazing group she says. “I can see the difference our brands of professionals every day, and to marvel at and personalities make in our communities. their achievements.” I get to witness it every day. It’s a great Hannon says having enough time to get feeling to hear from business owners that things done is always a challenge for radio our sales and marketing folks have helped managers. “We are all multi-tasking and them to engage their customers and grow managing complex operations relative to their business. Our employees genuinely the past,” he notes. “Having the appropriate care about each other. I work with my amount of time to think, read, strategize, friends every day. I also work for an amazing

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RI_pxx_Managers_10-12.indd 29 9/30/15 7:51 AM THEBEST other for the audio consumer. They will use events that enhance listeners’ lives, and us based on their needs. As long as we in embrace digital technology as a new way to MANAGERS radio continue to be everywhere the listener connect with the audience. Under Lawless’ IN RADIO wants or expects us to be and we provide leadership, the CMG Tampa cluster has created the content they want and need, then we are new formats that are more than just music relevant. We continue to be a very important machines; they’re designed to be a part of the personal part of our listeners’ lives. We just audience’s lifestyle. He is also very active in have to do a better job of translating that the Tampa community, serving on the board effectiveness to revenue.” of directors for the Boys and Girls Club, Big Cat Rescue, Tampa Bay Businesses for Culture and the Arts, and more. Lawless tells Radio Ink he’s motivated every day by the professionals he gets to work with. “Their competitive drive and innovative thinking are inspiring,” he says. Seen above are CMG’s (l-r) Nick Figueredo, Drew “The media industry presents us with new Anderssen, Roz Clark, Kim Guthrie, Luis Hernan- opportunities every day, and having a group dez, Susan Larkin, Tammie McGrath, and Jimmy of professionals that are excited to embrace Farrell. it every day is all the motivation I need.” company that expects performance, aligns Lawless details what he believes radio’s everyone around core values, and wants to three biggest challenges will be moving make a difference in our communities.” into 2016: What radio can do better moving With the company sales leadership at the annual 1. Keep the conversation going about forward? “I think we continue to be very CMG President’s Cup Gala (l-r): CMG’s Stephanie radio. Don’t expect it to sell itself. While creative and have a keen eye on engaging our Sabota, Aaron Miller, Jason Meader, Melanie Martin, most radio stations have their sales listeners,” Larkin says. “We have apps, events, Keith Lawless, Brittany Evans, Scotti Vaughn, departments selling a full marketing social media engagement, etc. We must take Tim Clarke, CMG EVP/National Ad Platforms Kim solution, including many assets besides credit for this. We need to do a better job of Guthrie, Jenny Sutton, and Claire Hobby. radio, they have to make it a priority for educating and marketing to the ad-buying radio to get its fair share. While radio has community. I think Erica Farber and the been the most widely used marketing RAB have really done a great job of moving KEITH LAWLESS weapon historically, others are doing their that forward. The broadcasters uniting will VP/Market Manager best to reposition our relevancy today. We always be a good thing — I have seen more Cox Media Group must not forget to position our medium, of that lately. Tampa or else our position will be defined for us. “I am very excited about the future. I Keith Lawless is one of the most innovative 2. Continue to invest in local content. am not saying that to be Pollyanna, either. and creative leaders in the business. Radio has Continued innovations allow for more We have proven that we aren’t competing always been about more than just the on-air accessible, higher-quality content with pureplays like Pandora, Spotify, etc., for product for him; it’s also the opportunity distribution. Many stations are beginning the listener. It doesn’t have to be one or the to work with highly talented people, create to sound more and more homogenized,

COX MEDIA GROUP SALUTES TWO OF OUR STAR RADIO LEADERS. YOUR INSPIRATIONAL LEADERSHIP HELPS US WIN IN OUR MARKETS AND SHAPES THE LEADERS OF TOMORROW.

SUSAN LARKIN KEITH LAWLESS Regional VP VP General Manager Jacksonville/Orlando Tampa

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RI_pxx_Managers_10-12.indd 30 9/30/15 7:51 AM THEBEST with increased voicetracking. That is the can achieve great things and, simultaneously, path of least resistance in tough times. my company achieves. I firmly believe that Radio’s localism is one of its biggest not only do I serve each team member, but MANAGERS consumer benefits. also their family. Decisions and actions within IN RADIO 3. We mustn’t eat our young. As digital this building ripple outward and affect many third-party revenues increase, so does the other people who don’t work within these cost of sale. As we strive to maintain our walls. It’s a big responsibility that I think margins, we have to find new and innovative about every day.” ways to have operational efficiencies — that What about challenges? Leland replies, don’t compromise our business operation. “The number one challenge I face is the ongoing search for upcoming talent — finding and creating that next generation WAYNE LELAND of broadcasters. At Saga, we utilize our President/General Manager internship programs and internal mentoring Tidewater Communications (Saga) program to help develop new incoming Norfolk talent. In support of that effort, we work Mark Maben with student Ryan Kenter and (below) Wayne Leland epitomizes the term with state associations and colleges to access WSOU underwriting sales and marketing manager “leader.” He has a unique ability to get the their pool of young talent for potential Jen Kaizer most from each and every member of his staff. placement in all departments within our His approach to the team and the workplace organization.” make working for him fun, exciting, and At the end of the day, Leland says radio is in enjoyable. He’s passionate about our industry a fantastic place. “We are stronger than ever at a and shows that passion each day — whether time when other mediums are facing difficult brainstorming ideas for a client, solving a challenges brought about by changing culture problem internally, or simply returning a and technology. I’d like to see the industry be phone call from a listener — Leland does it better at promoting itself, at promoting what all, and does it with a smile. He’s been in the radio has to offer — its strengths and values. business for a long time, yet after all these We’ve got that all-important local connection, My team and I want them to have a great years he shows no sign of stopping and wants we influence our community and deliver for experience when they tune to WSOU. every day to be a win. It’s obvious to those advertisers. Too often those in a position to “Finally, I love good audio. Like so many around him that he simply loves being in buy radio advertising perceive radio as second of us in the industry, radio was a companion radio and wants everyone around him to love fiddle. We need to shift that perception to and inspiration while I was growing up, and it too — and they do. crystalize our position as the most powerful I want to see the medium I love continue “I’m motivated by helping my people reach medium.” to evolve and thrive over the course of this succeed, helping them grow and watching century. I know the students I work with today them achieve more than they ever imagined will be leaders in the industry in the future.” they would,” Leland says. “My role, really, is to MARK MABEN Looking ahead, Maben tells Radio Ink be a servant to my team. I serve them so they General Manager he would love to see radio more engaged WSOU-FM/South Orange, NJ with colleges and universities at all levels: “It is a relationship that needs to extend Mark Maben is an exceptional manager well beyond simply taking students as when it comes to people, motivating without interns. The more stations and groups are micromanaging or coddling. He takes the engaged with college students, the more time to mentor his student managers at this likely we will revitalize our programming college station, ensuring that they learn. and cultivate new generations of listeners. He expects the students to run the station So have your PD spend time on your local to professional standards, and that’s one of college campuses to just talk with students. the many reasons WSOU enjoys a national Give some students an hour or two on reputation for excellence. your station and challenge them to ‘Come Maben says he’s fortunate to have a up with something great.’ Work with your job where he’s helping people shape the business school to develop a curriculum future, and that is a tremendous motivation. that really prepares students for media “The opportunity to work with students sales. Use college kids for your high school on a daily basis, to sharpen their skills sports play-by-play. Invite professors, and mentor their professional growth, is advisers, student affairs staffers, and others Top: WNOR (FM99)/Norfolk News Director Shelly exceptionally gratifying,” he says. “And the to your station. Ashburn, morning show spors director Rod Fitz- two professional employees I also manage “Engage a college kid as a reverse well, and morning personality Rick Rumble. Below: are simply some of best folks I have ever mentor for you or your team. FM took off FM99 DOS Carol Commander, Rod Fitzwell, station worked with. It is deeply satisfying to see in part because radio let a lot of young, client Jeff Craddock, FM99 AE Lindsey Seaford, those you manage succeed in their positions. passionate people play around and come and Wayne Leland. Our listeners are another motivation for me. up with something new and different that

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RI_pxx_Managers_10-12.indd 31 9/30/15 7:51 AM THEBEST overseeing multiple markets and over 60 hailed as a technological marvel, offering stations. I am now committed daily to content free of charge to the masses.” MANAGERS helping and guiding others to achieve the IN RADIO level of success they desire.” He sees three big challenges for KRISTIN radio moving forward and offers these listeners liked and wanted. I think radio suggestions. 1. Re-emphasizing the value OKESSON would be better off with real partnerships of the local rep. “We are in the relationship Market Manager and engagement with young adults, where business, and our feet on the street are the Connoisseur Media we play and experiment together.” tip of our marketing spear,” he says. Connecticut 2. Understanding programmatic buying Okesson is a familiar face on our Best and its appeal. “We have to be careful not Managers list. She’s highly respected in the ERIC MASTEL to assume this represents a total paradigm Connoisseur family, and those who work for VP/Market Manager shift for the whole industry. It’s one way her can’t say enough great things about her. Cumulus Media of buying media, but not the only way “I love identifying what success looks like Savannah, GA of buying, and it works for some better for an employee and working with them to Mastel, a 30-plus- than others. We must resist losing our year radio veteran, says competitive edge in favor of speed.” what motivates him to 3. Recognizing that new media is very lead people to greatness is good at some things, but it isn’t very good simple: He loves what he at everything. Mastel explains, “Pandora does. “Leadership is not and Spotify, for example, serve a certain a position or a title,” he market that is growing but will never says. “It is an action and exceed radio’s reach and localism. We have an example. I believe the been in the audio business for far longer passion and success I have and know how to navigate it. We have is apparent and infectious. I have been to do what we do better than them, not Above right: Okesson with singer Andrew McMahon successful at every level in this business, necessarily do what they do better than and Connoisseur CEO Jeff Warshaw at a station from seller to president of Max Media, them. Radio, if invented today, would be event.

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RI_pxx_Managers_10-12.indd 32 9/30/15 8:52 AM THEBEST get there,” says Okesson. “I love watching my team succeed, so to that end I am DAVE PEACH motivated by helping our employees achieve General Manager MANAGERS success in any way that I possibly can. There WCDQ, WIMC & WCVL IN RADIO is nothing like that feeling when an account Forcht Broadcasting manager comes running into my office to Crawfordsville, IN tell me about a great sale, or watching that Dave Peach has held many positions during exceptional local broadcasting I was taught at new station the team has worked so hard on his career — air personality, broadcast seller, their age by broadcasters I admire to this day.” climb up the ranker, or the implementation general manager, sales manager, sports play- Knowing when to jump in and try to save of a new idea that came from one of our by-play, copywriter, promotions. Forcht CEO the day and when to let the team figure it out many talented employees. Mike Tarter says that in Crawfordsville, Peach on their own is something Peach sometimes “The key to leading my team to do has the stations performing at a high level, finds to be a challenge. “You want to make spectacular things is to allow them to feel all with a small but highly dedicated staff. sure every spot is up to date, every break is encouraged to take a leap of faith — to “He brings a positive attitude to the station tight, and every sales call is well prepared,” he throw out ideas, whether it’s for their every day,” says Tarter. “He is always willing says. “You have to trust your team. Passionate personal development, a new project they to teach and lead others. Dave took over the broadcasters will learn from their mistakes.” want to work on, or a zany idea they came Crawfordsville stations some eight years ago Peach says he would like to hear air up with over the weekend. We have over and rebuilt the sales, our reputation, public personalities tell people about the impressive 100 employees who are relying on us to service, and commitment to the community.” numbers for overall radio listenership. “They thrive, and I believe part of the key to our Peach, like all of our top managers, credits are always promoting the top television success is in striving to make employees feel his people. “We have an excellent team here shows and movies,” he points out. “Why not appreciated, that their ideas are valued, and in Crawfordsville,” he says. “We have several tell people how many million people listened that their victory is ultimately my victory as staffers who represent the next generation to radio last week? Why not promote the top well. I spend a lot of time getting to know of leadership, and I want to pass along to 10 radio personalities in the country?” the team I work with on a personal and these young broadcasters the principles of professional level. “This is not about radio day in and BOB PHILIPS day out for me. We spend 40-plus hours SVP/Director of Sales together, and all elements of our employees’ CBS Radio lives are important to me, not just what they Baltimore do within the scope of our radio stations. I Bob Philips was am motivated by creating a culture where named senior vice employees feel that they have what they president and market need to succeed, have my support, feel an manager for CBS open sense of communication, and know Baltimore in 2000, that we are committed to developing them L-r: Forcht Sr. AE Phil Thompson, sales rep Eliza- overseeing the day-to- for future career growth.” beth O’Brien, Franciscan St. Elizabeth Public Mar- day operations for the keting Specialist Matthew Oates, and Forcht GM four-station cluster. Dave Peach. His successes include

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RI_pxx_Managers_10-12.indd 33 9/30/15 8:52 AM THEBEST innovation, and initiative,” he says. “I want Gordy Rush my staff to constantly improve and learn, MANAGERS but most importantly, create great public IN RADIO radio content that goes far beyond just being relevant; it is essential and engaging. In my view, the key is to celebrate the negotiating the broadcast rights for the success of your station through your staff , Baltimore Orioles, and by giving them the credit. Help them grow Maryland Terrapin Sports. He also launched as people and as broadcasters, and make the very successful Sports station WJZ-FM the work environment so good it’s difficult (105.7 The Fan). winner in 2009; he’s the first person ever for them to consider leaving for other jobs. Philips says what motivates him to lead his to win both. He also serves as sideline In 2014, with the help of staff, I created people to do great things is “the smile that reporter for the LSU Network a comprehensive mission statement for comes along with achieving success and the for football, and WDGL is a finalist for a WBAA. This drives everything that we do growth opportunities they achieve with their Marconi Award for the second time in as an organization.” careers.” He says radio companies succeed three years. Savage’s number one concern is digital when they build on their best asset: people. disruption. “It keeps me up at night,” he says. “As the business evolves, we must continue to “As listeners shift away from appointment attract talented individuals to pursue careers in MIKE SAVAGE listening and move to on-demand listening our industry.” General Manager such as podcasting, we as broadcasters can’t WBAA-AM & FM & HD2/West count on drivetime listening and formulas Lafayette, IN to carry us from book to book. We must GORDY RUSH Purdue University engage the audience at a hyper-local level. VP/Market Manager The desire to be the This is dictating changes to our business Guaranty Media best is what motivates model that we would not necessarily do on Baton Rouge, LA Mike Savage every day. our own.” Gordy Rush was named the “We have created an Association of Broadcasters’ Broadcaster environment at WBAA of the Year in 2013 and Golden Mike that encourages creativity, CONGRATULATIONS! Radio One, Inc. believes in the importance of good leadership and is proud to have three of our own named “Best Managers in Radio”.

MARSHA LANDESS GARY SPURGEON KATHY STINEHOUR Station Manager Vice President & General Manager Vice President & General Manager Richmond Houston & Dallas Detroit

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RI_pxx_Managers_10-12.indd 34 9/30/15 11:33 AM on our industry in 2016 if our industry leaders do not double down on efforts to influence these decisions at a level that has the ability to create effective change. Manufacturer support is vital to our Tier 3 automotive business.” GARY Spaulding (in front) with staffers. SPURGEON VP/GM MATT SPAULDING Radio One Market Manager Houston Cumulus Media Ann Arbor, MI A direct quote from one of Matt Spaulding’s employees: “Matt is a magnificent manager. He’s a constant resource for energy, an inspiration to all those who report to him, he lights up any room, and he leads by example, putting in endless hours, and I mean endless. Actually, he puts in far too many hours, which worries us all. He says Spurgeon (in back) with Houston team. that when you absolutely love what you do and who you work with, it’s never work.” Gary Spurgeon Spaulding says, “There is no single points out that that element of my day that motivates me more when leadership than the repeated success of my team. is passionate, it’s My team’s success fuels my passion; their contagious, and creativity inspires and re-inspires me every it permeates the day. If I am considered to be one of the best workplace. “What managers in the industry, it is because I have motivates me is had the pleasure to work with some of the creating a fun and very best people, whose commitment to our collaborative work environment, getting audiences, clients, and community provides involved in the community, and having a me a platform to stand proudly upon.” true passion and excitement for the radio He sees time management as his biggest business,” he says. “I am blessed to work with challenge. “As market managers, we review, very talented and intelligent people. My goal assess, address, coach, mentor, lead, balance has always been to surround myself with the budgets, forecast performance, train, best people and then get out of their way and negotiate, and engage our teams, clients, let them do their jobs. There is nothing more and partners — daily. Every member of my amazing than watching an organization grow team is important. Every client is important. and seeing individuals become more than Every endeavor and every strategic plan is they thought they could be. It’s about the important and must be given real attention hard work, competition, mutual respect, in order to facilitate successful execution. I collaboration, family, and having fun — and believe the only thing that limits the level of by the way, I did say have fun!” success realized every day is time.” Spurgeon notes that radio is facing a Spaulding has an interesting perspective number of challenges: “The decline in on the automotive category moving forward: radio revenues and the segmentation of “In 2016, I believe we will encounter advertising budgets from traditional radio even greater headwinds in the automotive to digital outlets — advertising dollars are category. Although we work every day to being moved out of radio budgets faster establish a greater level of diversification in than at any time in our history. We need our advertiser portfolios, we continue to to continue to educate and demonstrate to see significant revenue derived from Tier 3 our agencies and clients the effectiveness automotive. Over the last 18 months, I have of radio. seen a greater amount of manufacturer- “We’ve always managed in a multi- directed reallocation of our revenue into generational work environment. However, digital. This could have a significant impact the millennial generation is dynamically

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RI_pxx_Managers_10-12.indd 35 9/30/15 7:52 AM THEBEST in Detroit, where she now manages the cluster for Radio One. She’s motivated by MANAGERS watching her people succeed at things they IN RADIO weren’t certain they could accomplish, followed, she says, “by the amazing growth in confidence that results from achieving changing the workplace. We as leaders need their own success. It is a tremendous to keep an open mind and be ready to adapt feeling you never get tired of.” to this new generation. We must recruit, Stinehour believes the number one develop, and keep local talent. We have no challenge facing managers is sales farm team! Where is the next generation of recruitment. She observes, “Radio is in large part to Mike Tarter’s leadership: great announcers coming from? We need to perceived as ‘old media’ by millennials, “Mike is held in high esteem by leaders find new ways to recruit talent and bring and being paid a draw against commission in the industry,” says these individuals into our industry.” earned is inconceivable to them.” And she the employee. “I have become a better says radio needs to embrace all things audio: broadcaster working with Mike. He is a “Pandora is not the enemy. We should be general manager who works each day to KATHY partners.” ensure he provides an environment that lends itself to radio success for his staff.” STINEHOUR Mark Tarter is motivated by working VP/Market Manager MIKE TARTER in an industry he loves with people who Radio One General Manager are highly dedicated, and for a company Detroit WTLO & WYKY/Somerset, KY that supports his efforts. “I’m able to Kathy Stinehour is President/CEO work alongside some of the most loyal a 25-year management Forcht Broadcasting and talented people in the business,” he veteran; she’s been a An employee at Forcht’s Somerset says. “They work very hard every day and leader in Toledo, Kansas stations tells Radio Ink the team at help us superserve our communities and City, Houston, Chicago, WYKY-FM and WTLO-AM enjoys a customers. Seeing how they perform at a and New York City. She positive, progressive, educational, and high level every day is very motivating. started out as an AE compassionate work environment — due “The major challenge I face each day

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RI_pxx_Managers_10-12.indd 36 9/30/15 7:52 AM THEBEST is making sure we continue to provide and excited about radio, I must create and relevant content for our listeners, and maintain a work environment that allows helping our clients grow their businesses for the motivation and success of today’s MANAGERS with strategies that will drive customers to generation.” IN RADIO their stores. We want to be able to help our communities in some way every day.” JACKIE WISE VP/Market Manager Entercom Wichita, KS Jackie Wise epitomizes the small-market leader in a consolidated world. Her focus on providing great, varied brands, great customer solutions, JOHN J WALKER and leadership in the Wichita community Regional VP, Birmingham, show her commitment to our industry and Huntsville, and Montgomery the community. And she says few things are Market Manager, Birmingham more satisfying than seeing good people Cumulus Media work hard and win. “I feel a strong sense of Nothing defines responsibility to do what I can to assist our a strong leader team and individuals to excel,” says Wise. much better than an “This may be done in part by providing employee’s telling a a healthy environment they can thrive in, Top: Young (r) with (l-r) KDKA’s PJ Kumanchik, Jim great story. We heard setting expectations that allow them to Graci, Rob Pratte, Kelly Pidgeon, Larry Richert, Amy from an employee of stretch their talents and gifts, understanding Mauk, and Andrew Limberg. Below: Young (c) with Walker’s who told us what’s significant to their motivation, and KDKA morning due Larry Richert and John Shumway he immediately made caring about them beyond what they can at the station’s annual Spaghetti Breakfast. her feel like someone important. “He gave put in your pocket on any given day. me a chance when he could have chosen “It’s energizing to me when an employee reaching new listeners and further engaging from many candidates,” she said. “If you performs at a level they didn’t think possible the current audience base,” Young says. ask anyone who works here, they will say in part because someone else believed “The challenge for our program managers the same thing. He boosts our morale and in their ability to do so. When you see is determining the right programming and cares what happens to each and every one something in someone they don’t see in distribution methods for each station. With of us. I couldn’t imagine what it would be themselves, you can set them up to perform so many different audience-interaction like without him. I have learned so much at a higher level than they might otherwise. options to select from, it makes for an from him, because he is a teacher and a You increase their realm of possibility.” interesting challenge — it’s actually a good great leader.” problem to have. Walker says he’s blessed to have something “I am a believer that radio is in a good in his DNA that makes him want to lead MICHAEL YOUNG place. Radio has a great deal of local content people to a better performance. “Because of SVP/Market Manager that is both unique and very beneficial to my father, there has always been something CBS Radio the communities we serve. Additionally, very ‘second nature’ about it for me,” he says. Pittsburgh radio is filled with many success stories “He was a leader and taught me to accept Michael Young has spent his entire of how the medium has delivered results nothing less than the best. As a manager, my professional career in radio, and has been for advertisers. We constantly receive this success is dependent upon the strength of with CBS for over 28 years. He joined the feedback from our Pittsburgh advertiser my team. By surrounding myself with an company in 1985 as part of the in-house base, and it reinforces how much influence enthusiastic, hard-working staff, we continue national sales firm. Young held various sales our stations and the medium in general to strive for greatness together, individually, and sales management positions before he has with our products. It is a strong and and as a company.” moved to Pittsburgh in 1996, where he confident feeling.” Walker continues, “The biggest challenge first served as GSM for KDKA-AM, then I face as a manager is making sure that I am as VP/GM of KDKA-AM. He says what creating the right culture and environment motivates him every day is seeing the to attract and retain the best and brightest collective engagement and ownership his in the industry. I learned early on as an AE team demonstrates in the work they do. that the radio is always on, and every day “Our CBS Radio Pittsburgh stations have has a sense of urgency to it. In order to a number of options that we can create keep my team moving in the right direction and deploy when it comes to potentially

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