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Circle 55 On Reader Service Card Vol. 3, NO. 2, Feb. 1996 Our Founding Editor in Chief Lucia Cobo

Managing Editor Fathers Whitney Pinion station Associate Editor Angela Novak to station Said So Editorial Assistant Shirley Jantz-Sullivan

Contributing Editor Vincent M. Ditingo

id anyone catch the reference to the V-Chip in President Clinton's State of Publisher the Union address? The concept of aV-Chip or an Audio-Chip is scary Stevan B. Dana and real. The First Amendment guarantees freedom of the press in this D Associate Publisher country. Why are we allowing Big Brother to effectively censor our airwaves? Carmel King Idon't believe for aminute that we should peddle unsuitable material to chil- Editorial Director dren. But it is parents' responsibility to educate and monitor their children, not Marlene Lane the manufacturers and the broadcasters (and certainly not agovernment whose Asst. Editorial Director/Audio ideological bent, and thus its comfort level with extremism, can swing from Alan Carter staunch conservatism to relaxed liberalism in amere four years' time. Our system of freedom of press has enjoyed aprivilege and stature envied by Sales Manager many nations and used by them as amodel for their own fledgling democracies. Skip Tash It is disturbing that this paradigm of freedom does not extend to the electronic Sales/West Coast press. Dale Tucker Couple Clinton's speech with the recent failure of the Supreme Court to reverse Sales/Midwest a lower-court decision, thereby upholding the "safe harbor" set forth by the U.S. Sandra Harvey-Coleman Court of Appeals last summer for broadcasting, and the future of freedom in an Production Director electronic world glows less brightly. Lisa Stafford Consider the implications for any new technologies in development. Tech- Publication Manager nologies, Imight add, that could help radio enhance its own revenue stream. The Heather K. Heebner sheer multiplicity of electronic distribution pipelines in existence now, and soon Promotions Mgr./Graphic Designer to come, reinforces the argument that First Amendment protections must be Madhavi Pethe equally applied to electronic and printed press. Production The distinction is getting harder to see by the minute. James Cornett, Trina Masters Many of the finest newspapers and magazines — as well as the not so fine ones Ad Traffic Coordinator — now are available electronically. This is also true of some radio station pro- Kathy Jackson gramming, and that number will be growing. Will we tolerate adouble standard Production Manager of freedom? One for daily newspapers and another for radio? Lisa Lyons Iknow that the National Association of Broadcasters lobbied hard against the Classified/Showcase Coordinator safe-harbor ruling. It lost this round. As broadcasters, the issue needs to be kept Vicky Baron alive and noisy in front of our legislators until something is done to change the status quo. Advertising Coordinator The pioneers of electronic media, including radio and television broadcasters Eva Marie Kreil (who have, after all, only been around ashort 75 years) will have to make a stronger effort to protect their rights if First Amendment parity with the printed Circulation Director Eleya Frields press is to be achieved. Circulation Manager Steven Bowman

Accounts Receivable Steve Berto

tuned in (ISSN: 1078-21841 is published fnthly. by Industrial Marketing Advisory .4vices. Inc 5827 Columbia Pike, Third Floor, 1 -ails Church, VA 22041. Phone: 703-998-7600. FAX: 703-998-2966 Second-class postage paid at Fats Church VA 22046 and additional mailing offices. POSTMASTER: Send 3579 forms and address changes to Tuned In, PO Box 1214, Falls Church, VA 22041. Copynght 1996 by IMAS Inc. Si rights reserved. For reprints contact: Tuned in.

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Circle 58 On Reader Service Card co ntent s

Station to Station: from the editor 4

Letters 8

Vlarket Watch Detroit Stations vie for ratings and revenue in this dynamic radio market. 10

Show Preview: The 27th Annual Country Radio Seminar rounds up informative panels and fresh voices for aboot-scootin' good time. 17

Finance: Uncle Sam puts radio spectrum on the auction block. 19

Technology at Work: Rob Glaser of Progressive Networks discusses RealAudio and the future of radio on the Internet. 22

Show Preview: At RAB's annual conference, the emphasis is on leadership. 30

On the Move: This new feature acknowledges those in the radio biz who are moving up and moving on. 36

Management Journal: Wall Street recognizes radio as aprofitable enterprise. 37

Format Focus: Is the nostalgic all- HITE OF THE /0$ '70s format just afad? Researchers LE 93.7 and radio stations say "no.'' 39

High Profile: Crook 11, Chase 42

Promax Promotions Profile: Sezy Gerow, Marketing/Promotions Director of KYAK(AM), KGOT-FM and KYMG-FM in Anchorage, Alaska. 46

Events Calendar 48

Facility Spotlight: WGY(AM), Albany, N.Y. 50 àubIe take

"A much higher percentage of people in the radio industry grasp the concept of Internet broadcasting and are excited about it than I would have thought." —Rob Glaser, Progressive Networks See page 22. AM station that wants to be community- jazz who are recording all the time. minded and one that wants to be a No 12-minute cuts with seven-minute profitable business. sax solos, just light swing and roman- It is quite disappointing to me that tic ballads. most AM stations fall into the "AM after- Also featured on popjazz stations thought" category that you described in would be many swing vocals and bal- your article. Again, you hit the nail on lads that nostalgia stations are playing right on the head! less of. Tony Bennett, Ella Fitzgerald. Pete Herrick Sinatra, Lena Horne and Mel Torme Program Director are now taking a backseat to Kenny WSDR/WSSQ/WZZT Rogers and Olivia Newton-John on Sterling, Ill. nostalgia formats. Also in the mix would be the more recent arrivals to The writer responds: the swing/ballad type of vocals like Natalie Cole, George Benson, Harry Mighty nice to get your letter in refer- Connick, Jr., the Manhattan Transfer ence to the article. We continue to be and others. amazed at the major market AMs that Popjazz would go deeper into the big Community-minded AM Radio are ignored as profit-makers, let alone band category. Less of the overplayed To Don Kennedy: stations that could serve their listeners Glenn Miller and Tommy Dorsey pieces, Icouldn't help but write aletter to you and their communities. and more of the vast material recorded after your article, "The AM Dilemma: To Your letter and your station operation by Bassie, Ellington, Woody Herman, Be or Not to Be," (November 1995). I is encouraging. Would that others would Stan Kenton, Maynard Ferguson and think you've hit the nail right on the take the hint and treat their stations as others. head. Iam the PD of a three-station "real" radio. So, if you've thought of programming combo in the small market of Sterling, Don Kennedy a NAC format, but your market already Ill. Our two FM stations, WSSQ and Crawford Houston Group Inc. has one, or if you're the third best coun- WZZT, are both broadcasting formats Atlanta try station in the market and must make from ABC/SMN 24/7. However, our AM a change for '96, you might consider a signal, WSDR 1240, has been in the Swing to Popjazz Format popjazz format. It is do-able! community since 1949 and has roots Congratulations to Kathy Gronau for Steve Bianchi based in the community. her timely articles on NAC radio in your Executive Producer Igrew up in this area and was raised October 1995 issue, and on jazz in Identity Programming listening to WSDR, so Ialways thought November 1995. We at Identity have Warwick, R.I. that AM stations had local talk show concluded that the time is right for jazz hosts, presented two local newscasts music to finally take its place as a viable every hour, covered local high school commercial radio format. We believe Reps Get Share of Spotlight sports, read the obituaries, and let people that if classical music can be pro- Thank you for your coverage of the call in to talk about whatever happened grammed commercially, so can jazz. rep industry in the November 1995 to be on their mind. You get the idea. The formula for a successful popu- issue. Like Stu Olds, my colleague and Over the last six years of programming lar jazz format, or "popjazz" format if competitor, Iappreciate it when reps get here, I've come to realize that we are one you will, is rather simple. our share of the spotlight. of only a few in the country, in this size Despite promoting themselves as However, in reading Stu's Letter to the market, that does this much locally. "smooth jazz" stations, NAC formatted Editor published in your December Sterling is a town of 15,000. Our trio stations actually stand for "the new issue, Icould not help but notice that in are the only stations in the county, but adult contemporary," including adult his attempt to "correct some inaccura- we haven't downsized because we don't contemporary with instrumentals. cies" in your report he, perhaps inadver- have stiff competition. We employ 3.5 Some are actually beginning to sound tently, passed on afew of his own. news reporters, a full-time sports direc- like "the new easy listening." They On behalf of CBS Radio tor, a full-time ag director, production don't feature many swing- or blues- Representatives (CRR), and in an director, two talk show hosts and a total oriented selections which, if aired on attempt to set the record straight, here full-time staff of 24. Contrary to most, a popjazz station, would attract the are the facts as we know them to be: our AM operators babysit our FMs, our listeners who are being lost to public AM rates are almost triple our FM rates radio jazz programs. • CBS Radio Spot Sales, the precursor to and our spot load is more than double. Popjazz stations can feature some of CRR, first created a new-business Sixty percent of our revenue comes the hundreds of short, sweet, enter- department in 1975. The legendary Bol) from WSDR(AM). taining traditional jazz pieces that Schulberg and Don Macfarlane broke Earlier this month, I drove to have been recorded over the last 40 new ground in this area long before Huntsville, Ala., driving through to 50 years, most of them now on other reps. Stu's claim that Katz got into Champaign, Ill.; Indianapolis; Louisville CD. These cuts would include classic new business development "in 1987, and Bowling Green, Ky.; and Nashville. cuts by Dave Brubeck, Stan Getz, before anyone else in the industry" is Outside of morning and some afternoon George Shearing, Errol Garner and clearly inaccurate. drive, everything is syndicated. others. You would also program light Syndication has its place, but not on an swinging cuts from the new artists in • CBS Radio's RADCOM in-house corn-

8 Tuned In FEBRUARY 1996 puter system was in place throughout our company, including the rep firm, by Sound Great Rod 1972. Once again, Stu's claim that "Katz was the first rep — TV or radio — to have acomputerized reach-and-frequen- Look Great On cy...system" is not borne out of the facts.

As the only radio rep owned by abroad- The Bottom Line, caster, we have been in aunique position to pioneer techniques and technologies for the sales and marketing of our medi- wirh JSN! um for more than 50 years. We look forward to continued coverage of the changing rep landscape in the magazine. Raif S. D'Amico Jones Satellite Networks Vice President/General Manager STACKS UP! CBS Radio Representatives New York The best selection of successful, proven formats. The Power of FM As a regular reader of your magazine, and as a former Clevelander, I found Major Market Sound your article on the Cleveland radio market (December 1995) very informative. A Continuously Researched Music Mix But the article contained the same kind of meaningless information about FM Dependable, Consistent On-Air Talent power that one might expect in the gen- with Experience in Markets of All Sizes eral press: 50 kW WGAR. Fifty kW for an AM station is a meaningful statement, Ample Opportunities for Localization but not on FM unless you include its antenna height. You Control Your Local Market And after reading the glowing piece of Presence, Sound & Impact Editor in Chief, Lucia Cobo, about the opportunities on-line, Ilooked in vain The Market's Most Reliable, for the Tuned In e-mail address. Not Affordable Delivery System finding it, Iam submitting this by snail- mail. Bob Hagen As aJSN affiliate, you have more time to focus on New York sales, promotions and community visibility. There's aJSN format to match your individual Editor's note: If you look carefully, you'll market needs. Call us. Discover how JSN find our e-mail address in the Events advantages ;tack up in your favor. Calendar section of the magazine. For future reference, it's 74103.2435@compuserve.com. Your point is well taken; perhaps it belongs in a more conspicu- 4(;-«Country >Mt/ A-di.e k...40 ous place.

1111WINEWIte— Wiffliff— "gir— corrections Good Time Oldie; • In the Cleveland Market Watch (December 1995 ), it

was stated that "Dr. Judy" nriv : Kuriansky's show originates from K-Rock in New York. Actually, the show comes from WIITZ Z-100, in New York. • Yes, yes, we know: In the Format Focus on Christian JUNES SATELLITE NETWORKS radio (January), the photo of Call Gene Ferry, Notional Affiliate Sales Manager at 303-784-8700 Dr. James Dobson was mistak- enly labeled as Mike Trout Sr. Jones Satellite Networks is o subsidg, •,ones Intercable,

Circle 31 On Reader Service Card

Tuned In FEBRUARY 1996 market watch Detroit

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etron is where American commercial radio arguably Not abad legacy for adying, rusted-out industrial town. started, with the sign-on of what is now WWJ(AM). It is Such is the clichéd image, yet Detroit, the sixth-largest Dwhere the Golden Age of Radio acquired its luster with radio market in the country, has perhaps the most vibrant WXYZ(AM), the home of the classic radio dramas "The Lone media outside of New York, L.A. and Chicago, giving all Ranger," "The Green Hornet" and "Sgt. Preston of the three a run for their money Driven by the cyclical, yet Yukon." always enormous, automobile industry, Greater Detroit's Detroit is where Uncle Russ Gibb, on WKNR(AM), started economy belies its blue-collar town image. Its Adcrafter Club the "Paul is dead" phenomenon, horrifying Beatles fans is the largest in the country. The Neiman-Marcus store in around the world. This is the market where, less than a mile suburban Troy has the highest sales per square foot of any south (yes, south) across the Detroit River, in Windsor, store in the chain. Ontario, CKLW(AM) reared Top 40 radio into adulthood, Of the highest per capita income cities in the U.S., two of crossing Motown music over to the then-burgeoning Baby them, Bloomfield Hills and Grosse Pointe Shores, are in Boomer audience, bridging the racial gap when it was need- Greater Detroit, just as Oakland County, part of the tri-coun- ed while midwifing the birth of the legendary genre. ty area, is one of the country's wealthiest counties. And Detroit was the guinea pig for the crystallization of FM Its history, attractive modern-day demographics, unique radio, with WABX-FM and WRIF(FM) among the first FM sta- status as the largest radio market on the U.S.-Canadian bor- tions to take underground rock 'n' roll music to the commer- der, peculiarly vibrant survival instinct, lack of any substan- cial airwaves, launching Fred Jacobs, WRIF's program direc- tial mass transit and unsurprising devotion to automobile tor at the time, into his revolutionary Classic Rock commuting make the Detroit radio market one of the coun- consultancy. try's most interesting. But in 1996, hang on. "The Detroit market is up for grabs," according to Fred Jacobs, last full Arbitron book (Summer '95). now Media Strategies' head and aWRIF consultant. The main contender is CBS Radio Station Group's newly WLLZ(FM) Program Director Jeff "Ozzie" Sattier says, "1996 acquired, all-news WWJ. Gaining some of McCarthy's predomi- is shaping up to be a pretty radical year in Detroit radio," nantly 25-54 audience in morning drive, WWJ's Fall '95 morning referring to his station's recent format change (see below). 12+ share jumped from 8.3 to 9.1 in one book. But even though "I'm glad we got ahead start." WWJ holds the rights to Pistons basketball, it will lose Lions With a wave of changes in the Detroit market in late 1995, football this fall to Infinity-owned news/talker WXYT(AM). so far into 1996 and beyond, "interesting" will probably be an WXYT similarly eyes a piece of McCarthy's morning audience, understatement. as reflected by its hiring of a local business columnist for an interview-oriented show, while trying to expand its talk base Death of a legend beyond the core of older, conservative white males. The catalyst for many of the market's changes was also the Also competing in the market's information wars is all-sports most tragic event to hit Detroit radio. Hall of Fame WJR(AM) WDFN(AM). The Fan, which offers only minor league play-by- morning host J.P. McCarthy died suddenly last summer of a play, recently cut back on its local hosting to use more syndicated bone marrow disease, just two weeks after leaving the air. A programming, while hiring long-time Detroit sportscaster Eli Zaret top-notch interviewer who could book anyone with a phone to man the morning show with amore full-service approach. call, McCarthy was aratings and demographics winner, ahuge With asmaller regional signal, black-oriented talker WCHB(AM) revenue source, but most importantly, an icon of the station has afollowing, but not much audience or market reach. and the community. In the end, all eyes will be on WJR — "The Great Voice of For almost two generations, McCarthy teamed with WJR's the Great Lakes" — as it finds its way in a post-J.P. world. In strong sports programming (Tigers baseball, Red Wings hock- "positioning the station for the future," according to Program ey, University of Michigan football and basketball) to keep the Director Skip Essick, WJR added two afternoon, Baby 50,000 clear-channel powerhouse in first or second place Boomer-friendly shows to bookend the pop-psych call-in pro- overall in the market, perhaps longer than ABC/Cap Cities' gram of Dr. Laura Schlessinger: ex-WRIF mainstay Ken full-service, news/sports/talk hybrid deserved in this era of Calvert, hosting a phone interview show, and Detroit Free narrowcasting. Press and ESPN sports commentator Mitch Albom, with aclas- But as McCarthy's death continues to reverberate through sic radio variety show. the market, encompassing everything from award namings in Citing radio legends like Don McNeil's Breakfast Club and his honor to the successful sales of a "Best of J.P." CD to ben- Jack Harris and his live studio audience and in-studio cast of efit charity, the morning wars continue, with many formats characters, Essick says that Calvert and Albom's programs are, eyeing slivers of the 12.1 12+ share McCarthy enjoyed in his "relying on an old formula and applying it to new personalities that we need to grow, in away comfortable to our established listeners. What has worked for the station in the past will work in the future." Essick apparently realizes that WJR is in an important time of transition when he muses, "If you don't kick up dust, you're YOU'RE IN GOOD going to eat it." How the dust settles will be will be fascinat- ing to watch. COMPANY! As Detroit radio veteran Dick Keman, president of the local Specs Howard School of Broadcasting and a long-time industry insider, says, "It takes a lot of courage to make these changes." How courageous and how successful WJR ends up will be ahuge story for Detroit radio in 1996 and beyond.

Effect on AC 9 McCarthy's death even affects the Detroit market's robust AC segment. WJR's Essick says that his station's plan for its morning drive is to "get the strongest personality we can get." is read by over 14,000 of Radios top Rumors abound throughout the market that the person that fits WJR's bill as McCarthy's successor is long-time Detroit Movers & Shakers every month. morning drive funnyman Dick Purtan, now at WKQI(FM) or Q95. Purtan's large supporting cast, along with his classic put- Attention Advertisers: on calls, have been staples of Detroit morning drive for more than 20 years, but how his music-oriented and heavily script- Reach the creme de la creme! ed show would fit into WJR's evolving format is unclear. Call today for information on Also unclear is Purtan's availability, as he is currently suing station owner Evergreen over whether Evergreen's 1995 effective & affordable advertising. acquisition of Q95 - along with AC duopoly partner WNIC(FM) -triggered an escape clause in his contract. 1-800-336-3045 While Purtan bides his time at Q95, its duopoly mate 'WNIC carries on as the market's quietest success. Led by morning host/PD Jim Harper, WNIC's brand of middle-of-the-road AC hits finished the Fall '95 book tied for fourth overall, moving from 4.9 to 5.6 12+. Harper's morning-drive show Circle 89 On Reader Service Card 12 Tuned In FEBRUARY 1996 1 similarly finished fourth 12+, compared Communications-owned duopoly with station is available in the Detroit ARI. to the more-ballyhooed Purtan's 12th- urban WJLB(FM). Ironically, WMXD is Only in December was a move made place finish, which prompts Jacobs to the "weak" link in the chain, relatively to claim a piece of the huge chunk of praise Harper's success at both holding speaking, when you realize that WJLB the black audience long monopolized down mornings and programming the has traded the market's number one 12+ by the WJLB-WMXD duopoly. The station. "Harper is the unpublicized position with wy for years. wy typical- mover was the CBS Radio Station morning hero in Detroit. He's proven ly forges ahead during baseball season, Group, which flipped WLLZ from a that he can win over the long haul in with WJLB taking its turn when the snow young-skewing, Alternative-leaning AOR this town," Jacobs says. falls. Such was the case in Fall '95 book, to NAC (new calls are pending). Proving AC's ratings dominance in the with WJLB finishing first 12+, with 10.2. As the third wheel in the duopoly mar- market, two other stations recently riage with former CBS O&O's WWJ and scored top 10 finishes 12+ in the Fall '95 Underserved audience WYST, WLLZ's future is unclear as of Arbitron book. Viacom-owned in competition for the market's large this writing. Detroit radio observer WLTI(FM) soft AC and Infinity-owned black audience, heritage Quiet Stormer Kernan wonders how committed WOMC(FM) oldies finished tied for WJZZ(FM) was long the Secret duopoly's Westinghouse is to the station or eighth, with WLTI jumping 0.3 to tie only challenger. For decades, other than format. He notes that in all other mar- with WOMC at a4.0 share. resource-poor and poorly programmed kets where CBS and Westinghouse Tied with WNIC in fourth place 12+ WGPR(FM), that was it for black-oriented properties overlapped, Westinghouse was classic Motown and soul station programming; remarkably, no other asked for permanent ownership WMXD(FM), which is teamed in a Secret Urban, Churban, Classic Top 40 or Dance waivers, while in Detroit, it asked 0-

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Circle 113 On Reader Service Card

Tuned In FEBRUARY 1996 13 for only atemporary waiver. and the Morning Crew — the Greater Program Director Sattler views the Media duopoly finished seventh and temporary waiver issue as irrelevant, eighth, 25-54, in the Fall book, behind saying that "we wouldn't have changed two ACs, two Country stations and two the format if we were going to sell it. Urbans. Plus, there will be no need to divest In the Detroit market, that makes you after the (pending) telecom bill passes." king of the rock hill. Plus, Kernan notes, As for getting the new format on track, "There are no two guys in town smarter Sattler explains that new calls are pend- than (the duopoly's programming con- ing, but will include the V in the sta- sultant Fred) Jacobs and (General tion's new "V 98.7-Smooth Jazz" posi- Manager Tom) Bender." tioner. Programming-wise, he says he Jacobs explains that "part of Tom expects his new format to draw listeners Bender's deal was to bring WRIF back as it has in other markets, across the to its former state. The decision was board, from Jazz and Urban, as well as to retrench, retool and go younger AC, Classical and news/talk stations, and (at WRIF), or just stay committed to plans to have air talent on within a the heritage AOR." They decided on month. Regardless, stations shopping for the former and, combined with the a new format must continue to look at two stations' successful execution the underserved black audience as a of Jacobs' belief that "you gotta potential savior. have good people in morning shows," have created a formida- War of the rockers ble rock leader. Which probably At the other end of the spectrum, no contributed greatly to WLLZ's fewer than seven stations compete for recent abandonment of the rock segments of the Detroit market's rock wars after 18 years, leaving five stations they audience. The rock leader is AOR WRIF, to fight it out with the Greater Media don't listen to one which is duopolied with Classic Rocker duo in one of rock 'n' roll's historical of our rockers, he reasons, better WCSX(FM). Anchored by a pair of hotbeds. that they listen to our other one. strong morning shows — WRIF's ribald The most spirited battle has evolved As for The Planet's Cravens, he also is and sophomoric Drew and Mike, and over the next generation of rock listeners, "frustrated by the competition, and the WCSX's long-time, character-driven J.J. in the wide-ranging Alternative format. fact that no one's breaking out of the The first Alternative station in the market pack." He accurately claims dominance was Windsor, Ontario-based CIMX-FM in 18-34, scoring a 2.2 in the last book. Detroit Financial Snapshot (89)0, which flipped back in 1990. Despite Buffeted by rumors of a format change, Canadian content rules and constant for- the new year brought big changes at Market Rank: 6 mat-tinkering, 89X remained the heritage The Planet, seemingly aimed at shoring Revenue Rank: 10 station until 1994, when its CHUM Ltd. sis- up its Alternative base. It included the Number of FMs: 24 ter station CIDR-FM (The River) switched departure of nine-year PD Rick Gillette, Number of AMs: 21 to an Alternative-leaning AAA. Jeff Pollock being retained as consultant The duo's competition had come and the focusing of programming at Revenue 1991: $122.5 mil. mostly from AOR stations adding their target audience of 18-34 women. Revenue 1992: $129 mil. Alternative artists, but crystallized in Craven says he believes, too, that the Revenue 1993: $142.5 mil. Summer 1994 when ABC/Cap Cities- revamped Planet, newly positioned as Revenue 1994: $155.5 mil. owned WHYT(FM) (The Planet) segued Detroit's "New Music Alternative," can Revenue 1995: $167.2 mil. est. from Top 40 to Alternative, targeting also take female audience from ACs like women 18-34. Q95 and WNIC, while also being a place Revenue Growth WHYT General Manager John Cravens where male listeners will feel welcome. '88-'93: 6.4% and 89X/River GM Wayne Stafford agree Jacobs, however, opines that "There's '94-'98: 6.7% that WLLZ's departure as 18-34 competi- not room for two alternatives in this tion will open up the segment, but, of market, especially when they have to Local Revenue: 76% course, disagree as to who will be the deal with `RIF. And don't forget Z-Rock." National Revenue: 24% most likely beneficiary. Stafford empha- Of the two remaining rock combat- sizes 89X's heritage status, despite ants, WDZR's (Z-Rock) 12-24 targeted 1993 Population: 4,439,800 falling from 1.7 to 1.4 12+ in the last Alternative-leaning AOR, with a signal Per Capita Income: $17,304 book, and The River's momentum, oriented toward the lesser-populated Median Income: $39,840 going 1.1 to 1.2 12+ the last quarter. northeast side of Detroit, has been on Average Household He argues that book is already irrele- the block for years, but still garnered a Income: $46,721 vant because of the big market changes 1.3 12+ in the last book, putting it right in the interim, but cites one statistic to on 89X's heels. validate his two-pronged programming Nor has WYST(FM) (Star 97) made sub- Source ' / Y7A plan: his two stations share 50 percent stantial ratings inroads, laboring in the /fY../BL.11/7"CMIS of their audiences. Stafford cites the shadow of big sister station WWJ, while WMXD-WJLB behemoth as his model. If fighting for the crumbs left by a>

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With the country craze cooling a music mix, with classic jazz in the evening great memories attached to each one." bit, the war for listeners between these and various specialty programming, However, as Jacobs points out, the two pricey properties will be intense. WDET-FM attracts an upscale, educated CBS programmers who championed the Similarly duopoly-inflated was the audience that is bigger and more advertis- Star, which is a modification of CBS's recently proposed sale of classical er-attractive than most public stations. Arrow format, are now displaced as a WQRS(FM). For years, it has bounced With the Detroit market in flux, pro- result of the Westinghouse deal. The around a two share, targeting an older, gramming predictions, especially those ownership's commitment to the format, suburban, more educated audience. The prompted by McCarthy's demise, are dif- as aresult, may be in doubt. price tag from owner Marlin ficult. Jacobs says he believes that the Broadcasting for the deal, which fell market had too many rock stations and, Hot country through, valued WQRS at $30 million. despite WLLZ's departure from the for- In Country, the see-saw war between Meanwhile, what Kernan calls the mat, predicts that "probably a few heritage WWWW-FM (W4) and "world's best secret," also working the more" will also leave the genre. Also, WYCD(FM) or Young Country, should older market, is a third CHUM Ltd. sta- the racial makeup of the market makes get even hotter this year. W4 and its sis- tion, CKWW(AM). Armed with a the underserved black audience a ter station WDFN have been in the Nostalgia format, no promotions and potential option, as it was for WLLZ. process of being sold by Shamrock to only 500 watts, CKWW pulled a 2.0 12+ Less difficult to predict is that, though Chancellor, but at press time, reports in the Fall '95 book. If anything points duopoly came relatively late to the surfaced that the stations were instead to radio's underserving an aging audi- Detroit market, it will continue to dra- being sold to Evergreen. ence, this may be it. matically inflate station prices, and perhaps stifle programming creativity, as too much money will be involved to Detroit risk taking chances. Radio Market Overview "Consolidation is a sign of the times," Oakes reflects, as PD of one of Westinghouse's now 39-station chain. 1994 Est. Arbitron 12+ Duopoly in Detroit, explains Jacobs, is Station Freq. Format Rev. in Owner Fall '95 $ Mil. actually part of the industry's "world of consolidation," and will take one of two WJLB(FM) 97.9 Urban 10.8 Secret Communications 10.2 approaches: "buy stations of various types and get the revenue benefit, (or) there's WJR(AM) 760 AC 18.3 Walt Disney 7.4 the WRIF-WCSX model, where they share VVVVJ(AM) 950 NIT 12.2 CBS Radio Station Group 6.2 WMXD(FM) 92.3 Adult R&B 8.5 Secret Communications 5.6 both the revenue and strategic considera- WNIC(FM) 100.3 AC 8.5 Evergreen Media 5.6 tions." In the WRIF-WCSX nse, a Classic VVVVVVVV(FM) 106.7 Country 9.0 Shamrock Broadcasting 5.0 Rock and younger AOR combine for what WRIF(FM) 101.1 AOR 5.2 Greater Media 4.2 Jacobs describes as a "dominant situation, WLTI(FM) 93.1 AC 8.6 Viacom Inc. 4.0 which can shake out competitors." Regardless, he says he feels that "peo- VVOMC(FM) 104.3 Oldies 7.5 Infinity Broadcasting 4.0 ple who only own one station in the WKQI(FM) 95.5 AC 12.0 Evergreen Media 3.9 WXYT(AM) 1270 NIT 10.5 Infinity Broadcasting 3.9 market have a decision to make: buy WYCD(FM) 99.5 Country 6.0 Infinity Broadcasting 3.9 more, or sell at a huge profit." Candidates for the sales block include WCSX(FM) 94.7 Clsc Rock 7.5 Greater Media 3.2 WJZZ(FM) 105.9 Jazz/AC 4.0 Bell Broadcasting 2.6 Z-Rock, WGPR and WLLZ, working VVYST(FM) 97.1 '70s 5.5 CBS Radio Station Group 2.5 under that temporary waiver, with per- VVYHT(FM) 96.3 Modern 5.5 Walt Disney Co. 2.2 haps more lurking in the wings. And WQRS(FM) 105.1 Classical 3.4 Marlin Broadcasting 2.2 will Infinity uncharacteristically stick CKWW(AM) 580 Nostalgia - CHUM Ltd. 2.0 with its only station in the market, sell it +WLLZ(FM) 98.7 AOR 4.5 CBS Radio Station Group 2.0 or go shopping? Evidenced by the CIMX(FM) 88.7 Modern - CHUM Ltd. 1.4 WYCD sale, with its value increasing WDZR(FM) 102.7 AOR 2.0 U.S. Radio LP 1.3 1000 percent in five years, Dick Kernan WGPR(FM) 107.5 Urban 1.2 WGPR Inc. 1.3 says, "Detroit is probably one of the bet- WQBH(AM) 1400 Adult R&B 0.9 TXZ Corp. 1.3 ter radio markets in the country." CIDR(FM) 93.9 AAA - CHUM Ltd. 1.2 No kidding. *WDFN(AM) 1130 Sports 0.4 Shamrock Broadcasting 1.0 Alexander (Lex) Kuhne is a Detroit- *purchased by Evergreen +format change to Smooth Jazz area media attorney and consultant, / )/7/\ Stations are ranked in order of Arbitron Fall 199512+ ratings. Information and columnist for Detroit's Metro Times, evazic Ancws provided by BIA Publications Inc. through its MasterAccess Radio analyz- / £_// \ er Database software. who knows he would be a great morning-drive host.

16 Tuned In FEBRUARY 1996 securing the future of radio. The session p000 0000 "On the Air and Online" (Friday, March o 0 1) will offer general managers, program- o el ming directors and general sales man- o óeAt- agers a tour through cyberspace with ideas for promoting a station, as well as G, Rt.41111 .C111111‘11 el generating new revenue. Other scheduled sessions include scootin' "Managing Sales for Profit," "The Art of Managing and Motivating Air Talent" and the "Vanderbilt Voice Clinic." Workshops include the "Marketing and show Promotion Workshop" and the preview Fun "Programming Workshop: Comedy and Show Prep." The hot-button issues affecting the future of country will be the focus of 44 / nvesting in the Present, Securing concerns of country broadcasters the "Town Meeting," beginning at the Future" — it in markets of all sizes. 2 p.m. on Saturday, March 2. sounds more like a CRS-27 will kick off Throughout the seminar, atten- conference on finance than Wednesday, Feb. dees will have the chance to a gathering of country 21, with Artist stroll around the exhibit hall, music folks. But the theme Radio Taping open on Thursday, Feb. 29, of the 27th Annual Country Sessions in the and Friday March 1. After Radio Seminar will become morning and after- dinner, attendees will be readily apparent February 28 noon, and a wel- welcome to visit the van - - March 2, as everyone from come reception from 6 to 8 ous hospitality suites, open each general managers to new artists convene p.m. evening. at the Opryland Hotel in Nashville, Tenn. Essential to securing the future Tomorrow's stars will come out Blending informative ses- of country radio is understanding Saturday evening at 8 for the New Faces sions with artists showcas- and reinforcing the Banquet and Show, the seminar's es, CRS-27 will provide unique relationship grand finale. This annual "time for informal learning between radio and event showcases the talent through networking and the record companies. CRS of up-and-coming country opportunity to experience will explore this bond singers. The artists sched- the excitement of today's in "Record Industry uled to perform in the hottest and newest country and Radio: Meet in the Presidential Ballroom acts," says Ed Salamon, pres- Middle Again," sched- include Jeff Carson, Helen ident of the Country Radio uled for Thursday, Feb. 29, Darling, Emilio, Ty Herndon, Broadcasters Board of Directors. He adds from 4:00 to 5:30 p.m. David Lee Murphy, Perfect that, as with each annual seminar, CRS-27 Being educated about and investing in Stranger, Ricochet, Daryle Singletary. will present panels that address the unique the lastest technology is essential for Russ Taff and Chely Wright. What are you playi

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Circle 163 On Reader Service Card Going Once, Going Twice, a

finance

f / enaretu'sreac toesstts.nW othhatntgextuistpsroin . But there is noth- proceedings at the FCC, many of which ing quite like the have been delayed for years due to the duce, is owned by the gov- image of the FCC FCC's reassessment of its comparative ernment, is extremely rare and valu- %1Iter handing over to the criteria, including minority preferences. able, and can help balance a budget Treasury Department a Initially, the legislation proposed if auctioned to the highest bidder? Oil blown-up check for mil- applying the new auction proposal to exploration rights in Alaska? Give up? lions of dollars to turn an pending application proceedings. You guessed it: radio spectrum. experiment into a fad. Now However, that generated an uproar Now, with Washington's budget bal- the talk is about auctioning off other among the applicants who had already ancing frenzy in high gear, guess what segments of the spectrum, including spent considerable time and energy to has become the biggest rage on M radio station licensing. pursue their applications in the tradi- Street? Right again, spectrum auctions. In the Balanced Budget Act of 1995 cur- tional comparative proceedings. As a rently being debated both on the Hill and result, the proposal was amended, and Pending legislation between House Speaker Gingrich and the current draft exempts from auction Up until now, the concept of auction- President Clinton, there is a provision for mutually exclusive applications that are ing spectrum to the auctioning off radio frequency spectrum pending if and when the bill is enacted highest bidder has for use by radio stations. Needless to say into law. However, this exemption only been tested on this legislation is being hotly contested could be renegotiated and changed the new wireless and, as of this writing, has contributed to again before the bill goes back to the technologies such at least one government shutdown while President. Moreover, the President could as interactive the President and Congress stare each veto the package. video (IVDS) and other down to see who will blink first. It Still, regardless of the outcome, auc- personal communica- could go either way. tions are a hot issue that will not go tions services In fact, following the introduction of away regardless of whether the pending (P C S) . this legislation, a major debate ensued legislation is enacted in its current form. as to how the intro- Inevitably, as with PCS and IVDS auc- duction of broadcast tions, the FCC will have to grapple with frequency auctions complicated issues affecting the particu- would impact pend- lar concerns of the spectrum users — in ing compara- this case, broadcasters. tive licens- i n g Comparative hearings At first blush, there is a strong appeal to the simplicity of an auction mechanism. The FCC's comparative hearing process has been the subject of wide-ranging criticism. The process of doling out radio station construction permits has, for many, been nightmarish, with comparative proceedings lasting literally years and, in some cases, decades. Applicants have had to spend tens of thousands or hundreds of thousands of dollars on depositions, hearings and pleadings by Frank Montero in an often Machiavellian quest

Tuned In FEBRUARY 1996 19 Connecting Radio's Future technology at work

Progressive Networks, a Seattle-based, independent operators still, there's a lot high-tech start-up, made histoty last year more independent experimentation by with RealAudio, the fitst technology that dozens of people. allowed the delivery of real-time audio- Then there are the people running vir- on-demand over the Internet. ABC tual radio stations. Folks who never got Radio, NPR and a host of individual around to going to the FCC for a radio stations became early users. license. Ithink there's something about Recently, RealAudio Version 2.0 was radio — the theater of the mind — released, allowing vastly improved audio that's got a lot of people really focused quality and live Internet broadcasting about how to get audio out to the capability. widest possible audience. A few people RealAudio was the brainchild of Rob worry this might cannibalize their cur- Glaser, formerly vice president of rent business. But in most cases, people Multimedia and Consumer Systems at see this as a new way to provide on- Microsoft Corp. Tuned In's Frank demand access to their content in a way Beacham talked with Glaser about his they never could do before. company's strategy and the future of Also, Ithink people like the fact the radio on the Internet. Internet is decentralized and they can do whatever they want (without regard Q: Real time audio over the Internet to FCC rules). You can start by just is not even a year old yet and com- putting a few audio clips up through an Rob Glaser petitors are now appearing every- Internet service provider, then move to where. As the original creator of this running a small site yourself and then technology, how do you maintain a scale it up from there. One of the great leadership role and deal with all the out there. Iwould venture to guess that things about this technology is the fact confusion that's bound to come with we have more people a day download you can start small. Today it costs acou- something so new? the RealAudio system than the installed ple of million just to buy the worst radio base of any of our competitors. station in atown of any real size. To get The key thing we are going to do is your toe in the water here you are look- make sure we open up the RealAudio Q: What about the reaction from tra- ing at only a few hundred dollars. As system so it's a framework into which ditional radio stations? Do they the concept of the personal radio station you can plug in other technology. For grasp the concept of Internet broad- becomes clearer, people jump right in. example, you could plug MPEG or casting? some other compression scheme in if Q: RealAudio has done demonstra- you want high bit-rates. If we do agood A much higher percentage of the peo- tions showing visuals and graphics job of opening our system most of these ple in the radio industry grasp it and are embedded with the audio stream. other companies will see there is an excited about it than I would have Will this eventually become a multi- opportunity for them to participate thought. A lot of industries are kind of media medium? under the rubric of the RealAudio sys- conservative and Ithought there would tem. only be a couple of pioneers. But I Yes. In the early days of the system From a marketing standpoint, having think because radio is a decentralized we've emphasized this notion the player available ubiquitously is a big industry where you've got a lot of small, that you could reliably deliver audio sig- element of it. And getting lots and lots nals on the Internet without waiting for of servers out there. Anybody can get a RealAudio server by downloading and downloads. Getting immediate, on- demand access. I think people under- putting it up for (free) evaluation. Our philosophy is we want to get the servers by Frank Beacham stand that now. The next thing to consider is once you have audio as

22 Tuned In FEBRUARY 1996 Going Once, Going Twice,

finance old! But there is noth- proceedings at the FCC, many of which 1 ere'snature, a costs test. nothingWhat exists to pro- in é ing quite like the have been delayed for years due to the it ‘ duce, is owned by the gov- image of the FCC FCC's reassessment of its comparative ernment, is extremely rare and valu- 411% handing over to the criteria, including minority preferences. able, and can help balance a budget Treasury Department a Initially, the legislation proposed if auctioned to the highest bidder? Oil blown-up check for mil- applying the new auction proposal to exploration rights in Alaska? Give up? lions of dollars to turn an pending application proceedings. You guessed it: radio spectrum. experiment into a fad. Now However, that generated an uproar Now, with Washington's budget bal- the talk is about auctioning off other among the applicants who had already ancing frenzy in high gear, guess what segments of the spectrum, including spent considerable time and energy to has become the biggest rage on M radio station licensing. pursue their applications in the tradi- Street? Right again, spectrum auctions. In the Balanced Budget Act of 1995 cur- tional comparative proceedings. As a rently being debated both on the Hill and result, the proposal was amended, and Pending legislation between House Speaker Gingrich and the current draft exempts from auction Up until now, the concept of auction- President Clinton, there is a provision for mutually exclusive applications that are ing spectrum to the auctioning off radio frequency spectrum pending if and when the bill is enacted highest bidder has for use by radio stations. Needless to say into law. However, this exemption only been tested on this legislation is being hotly contested could be renegotiated and changed the new wireless and, as of this writing, has contributed to again before the bill goes back to the technologies such at least one government shutdown while President. Moreover, the President could as interactive the President and Congress stare each veto the package. video (IVDS) and other down to see who will blink first. It Still, regardless of the outcome, auc- personal communica- could go either way. tions are a hot issue that will not go tions services In fact, following the introduction of away regardless of whether the pending (P C S) . this legislation, a major debate ensued legislation is enacted in its current form. as to how the intro- Inevitably, as with PCS and IVDS auc- duction of broadcast tions, the FCC will have to grapple with frequency auctions complicated issues affecting the particu- would impact pend- lar concerns of the spectrum users — in ing compara- this case, broadcasters. tive licens- i n g Comparative hearings At first blush, there is a strong appeal to the simplicity of an auction mechanism. The FCC's comparative hearing process has been the subject of wide-ranging criticism. The process of doling out radio station construction permits has, for many, been nightmarish, with comparative proceedings lasting literally years and, in some cases, decades. Applicants have had to spend tens of thousands or hundreds of thousands of dollars on by Frank Montero depositions, hearings and pleadings in an often Machiavellian quest

Tuned In FEBRUARY 1996 la to discredit competing applicants. be subordinated to the permittee's debt -....11111..._ Applicants have been known to hire to the FCC. As in the case of PCS, this private investigators to unearth useful would again make financing difficult "dirt" about a competitor, and the FCC The concept of and increase the lender's demands for has often recognized comparative pref- alternate forms of security, such as liens erences that, to many, have seemed auctioning spectrum to on alternate assets or personal guaran- unfair or biased. Under the current tees. The lender will likely demand a comparative hearing mechanism, it is higher level of capital investment by the argued, applicants are spending money the highest bidder has only equity holders. Thus, again using PCS for their permits, but instead of the as the example, if auctions are ever money going to the Treasury, it is been tested on the new used in broadcast licensing, we may see going to the lawyers who can milk a the formation of bidding consortia to comparative hearing for years' worth wireless technologies. assemble the requisite risk capital. of billable hours. The second issue that arises is to In fact, the backlog of comparative what degree the FCC would impose cases was so extreme that at the end of any anti-trafficking restrictions on the 1995 the FCC took the unprecedented issuance of permits by auction. In PCS, step of temporarily lifting the cap that the FCC requires the winning bidders limits hearing settlement payments to injunctions, while everybody tries to to build the systems and prohibits the out-of-pocket expenses, thus affording agree on afair set-aside criteria. sale of the system or the permit for a applicants a temporary window during Still, auctions are arelatively new con- specified time. This requirement is which they could buy out competitors cept at the FCC, so some trial and error designed to prevent large bidders from for the highest price. Curiously enough, is to be expected. Similarly, with radio, swooping in and gobbling up many this led, in some hearings, to closed small broadcaster frequencies could be permits at the auction and then auctions among the applicants to buy set aside, but because there will only be reselling the permits at a profit on the each other out and effectively buy the a single frequency in a geographic area secondary market. If the FCC prohibits construction permit for the highest bid. and not various blocks, there will no the sale of the station during the speci- That buyout window closed on Dec. doubt be a battle waged to see what fied holding period, will that also apply 14, 1995. The difference between the parts of the country are subject to open to time brokerage or LMA arrange- closed auctions conducted by bidders auction and which are to be set aside. ments? Will it prevent purchase options during the buyout window and the to be granted to capital investors who prospect of government-run auctions is Financing problems help the bidder win the auction? What that the proceeds of a government-mn From a commercial and financial per- if the licensee defaults on his or her auction would go into the Federal spective, there is a completely different loan and the lender wants to foreclose Treasury rather than into the pockets of set of issues. First, the FCC would have on the built station during the anti-traf- competing applicants who are bought to decide whether it would demand full ficking period? out of the application process. payment of the auction price in one It is true that elimination of comparative lump sum or whether the commission Issues to consider hearings will greatly simplify the licensing would allow installment payments. If These are all issues that the FCC and process. But it is also foolish to think that the entire purchase price for the permit Congress will have to grapple with if simplicity will make all the problems go is required once the auction is complet- auctions become a reality. However, no away. With the ease of auctions comes a ed, then it will be necessary for the bid- one can predict whether the current ver- completely new set of problems. If you ders to have their cash or financing sion of the auction bill will be altered or don't believe me, ask the people who lined up ahead of time. if it will ever become law. One thing is have applied for PCS auctions. If the PCS auctions are any indication, certain. Regardless of how you feel the FCC could require an advance about the comparative hearing process, Public policy problems deposit in order to participate in the the current mechanism of selecting From apublic policy perspective, there auction at all. This may be difficult radio station permittees needs to be is the concern that open auctions would because, under current law, any lender redesigned from the bottom up. place all future radio licenses in the that provides the financing for the ven- Whether this necessity, combined with hands of awealthy few. To preserve the ture will not be able to take a security Washington's determination to balance ability of small broadcasters to bid on interest in the bidder's most valuable the budget, will inevitably lead to auc- stations, if auctions become a reality, asset, i.e., the permit itself. The institu- tions is uncertain, but the system needs the FCC may want to institute some tion of the auction process could push to be improved. form of bidding credit or preference for the FCC toward relaxing its restrictions small applicants the way it has done in on the taking of security interests in Frank Montero is a communications the PCS auctions. However, in PCS, vari- licenses and permits in order to free up attorney and partner with the ous "blocks" of spectrum were allocated capital (see The Radio World Magazine, Washington, D.C., law firm Fisher to each geographic region, with one of Finance column, Nov. '94). Wayland Cooper Leader and Zaragoza, the blocks being reserved for minority Likewise, if the payments can be L.L.P. He is a regular correspondent for and then small business bidders. As it made in installments, the winning bid- Tuned In. Contact the firm regarding stands, the auction for the reserved PCS der will still have to build the station finance and FCC-related matters at 202- block has been the subject of numerous once it gets the permit. Therefore, any 775-5662; fax: 202-296-6518; or e-mail: stays, lawsuits and court-imposed construction capital loans will have to fmonteroefwclz.com

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Circle 173 On Reader Service Card Connecting Radio's Future technology at work

Progressive Networks, a Seattle-based, independent operators still, there's a lot high-tech start-up, made history last year more independent experimentation by with RealAudio, the first technology that dozens of people. allowed the delivery of real-time audio- Then there are the people running vir- on-demand over the Internet. ABC tual radio stations. Folks who never got Radio, NPR and a host of individual around to going to the FCC for a radio stations became early users. license. Ithink there's something about Recently, RealAudio Version 2.0 was radio — the theater of the mind — released, allowing vastly improved audio that's got a lot of people really focused quality and live Internet broadcasting about how to get audio out to the capability. widest possible audience. A few people RealAudio was the brainchild of Rob worry this might cannibalize their cur- Glaser, formerly vice president of rent business. But in most cases, people Multimedia and Consumer Systems at see this as a new way to provide on- Microsoft Corp. Tuned In's Frank demand access to their content in away Beacham talked with Glaser about his they never could do before. company's strategy and the future of Also, Ithink people like the fact the radio on the Internet. Internet is decentralized and they can do whatever they want (without regard Q: Real time audio over the Internet to FCC rules). You can start by just is not even a year old yet and com- putting a few audio clips up through an Rob Glaser petitors are now appearing every- Internet service provider, then move to where. As the original creator of this running a small site yourself and then technology, how do you maintain a scale it up from there. One of the great leadership role and deal with all the out there. Iwould venture to guess that things about this technology is the fact confusion that's bound to come with we have more people a day download you can start small. Today it costs acou- something so new? the RealAudio system than the installed ple of million just to buy the worst radio base of any of our competitors. station in atown of any real size. To get The key thing we are going to do is your toe in the water here you are look- make sure we open up the RealAudio Q: What about the reaction from tra- ing at only a few hundred dollars. As system so it's a framework into which ditional radio stations? Do they the concept of the personal radio station you can plug in other technology. For grasp the concept of Internet broad- becomes clearer, people jump right in. example, you could plug MPEG or casting? some other compression scheme in if Q: RealAudio has done demonstra- you want high bit-rates. If we do agood A much higher percentage of the peo- tions showing visuals and graphics job of opening our system most of these ple in the radio industry grasp it and are embedded with the audio stream. other companies will see there is an excited about it than Iwould have Will this eventually become a multi- opportunity for them to participate thought. A lot of industries are kind of media medium? under the rubric of the RealAudio sys- conservative and Ithought there would tem. only be a couple of pioneers. But I Yes. In the early days of the system From a marketing standpoint, having think because radio is a decentralized we've emphasized this notion the player available ubiquitously is abig industry where you've got alot of small, that you could reliably deliver audio sig- element of it. And getting lots and lots nals on the Internet without waiting for of servers out there. Anybody can get a downloads. Getting immediate, on- RealAudio server by downloading and demand access. Ithink people under- putting it up for (free) evaluation. Our by Frank Beacham stand that now. The next thing to con- philosophy is we want to get the servers sider is once you have audio as

22 Tuned In FEBRUARY 1996 "I Can't Believe Bob Finally Did It!"

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READER SERVICE 110 a backbone, what can you build on The other is the notion of some- in some form but Igot involved with top of it? If you try to do something thing like a Sega, Nintendo or set-top computers instead and did a degree like full-motion video, you are box, a receiving device that doesn't in computer science. increasing the bandwidth requirement tie up or require a personal comput- Iwent off to Microsoft and it's there for an equivalent level of quality by a er. Ithink we had enough content up the reconnection came. I had always factor of 100 to one. But if you have by the end of 1995 that it will actually been interested in the nexus of com- one and half times the bandwidth, make sense from the standpoint of puters and communication. I always what kind of visual information can the way the consumer electronics had in the back of my mind that you time code and synchronize in guys think. We've had a few prelimi- wired radio experience in high there? nary conversations with those folks school. At Microsoft, I ran a group We've demonstrated an example of and find they are just putting their that worked on the multimedia PC the audio broadcast of a baseball Internet strategies together. standard. Not just from the standards game. You see the score, you have a standpoint but in putting all the tech- pictorial representation of where the Q: Could you use asatellite receiver? nology together to get all the PCs to runners are on base, you have con- work. It seemed to me that the next text on what has happened. A lot of Yes, you could. The economical logical step was to connect stand- what television does is give you visu- thing with satellite would be for alone personal computers that had al cues and context that help you broadcasting or multicasting. We are multimedia capabilities with an on- parse what's going on. definitely interested in looking at that line capability. Take a talk show. In most radio talk area. The one level of satellite con- In the middle part of 1993, after I shows, if you've got more than two sumer products with some critical left Microsoft, it became clear to me or three speakers it gets real confus- mass is DSS. When they offer Internet that the Internet had a very good ing. On a TV show you can have five service that would be something chance of not just being an email or or six people up there and it will interesting to look at. bulletin board gateway but the funda- scale. You can see who's talking. mental architecture for dialtone for all Well, imagine avisual that is just the Q: So it would not be difficult to on-line services. So connecting those participants in the talk show, just a build an interactive, audio-on- two observations I thought maybe it still image of each of them and demand radio receiver? would be interesting to do multime- maybe a green microphone light that dia content services. goes on when they are talking. That It's not a hard problem so much With that idea in mind, I pulled will give you the speaker recognition from the technology standpoint as it together a team of three or four peo- — the visual cueing benefits — with is from the marketing side. How do ple in late '93, early '94. One person just a tiny amount of bandwidth. You you get this stuff packaged, integrat- was a Windows expert, another was a need the initial picture, which you ed and marketed? The question is will signal processing expert, another was send once, and then you just need to the Internet be something that going an Internet expect. We created a pro- indicate whose speaking now, which to be restricted in its impact to the totype in June or July of 1994. green light do Iturn on. PC. Ithink not. If you take an approach like that of Q: Finally, for the history books, sending visual information you can Q: Do you see awhole new market was there a `Mr. Watson moment' get a lot done. You can have a slide here for audio entrepreneurs? ... that magic moment when it first show. Or you can have a tour or worked? demonstration. I've been impressed by the fact that most people in the radio business are It was June 1994. The first audio we Q: Is it possible that we might get content-focused. They think a lot did — I wish it was something more away from the personal computer about how to make audio content memorable — was from a Steven and have special receivers for compelling. I think the applicability Spielberg kid show called the Internet audio, like a RealAudio of that skill set to how you do inter- Animaniacs. radio? national, on-demand audio content is It was a clip of an Animaniacs song important. Ithink a lot of the smart, naming the nations of the world. It I think it would be fantastic if there creative people who make this next got to the point where we banned it were low cost appliances that were wave happen will come from radio. from the office because people had basically Internet or RealAudio display heard it so many hundreds of times. terminals. There are two forms that Q: How was RealAudio invented? It was just a test recording. It was not could take. The one that's most excit- a 'one small step for man' kind of ing is a portable wireless device like Igrew up in New York City. When I thing. I wish we'd had enough of a an (Apple) Newton. The tricky thing was in high school, the school had a sense of history to come up with a for that is wireless data. The various radio station that had fallen into dis- pithy phrase. wireless data schemes are priced in a use. Ifound out the fastest way to get way that's too high to make that eco- it going wasn't to try get a low power nomical today. They are designed to FCC license but actually to do it as an send text email messages. Their pric- intercom system within the school. So Frank Beacham is a New York-based ing models don't encompass the idea we did a wired radio station in the writer and producer. He Ls a regular fea- of doing digital audio information. high school and it was a blast. Ieven tures correspondent for Tuned In. Visit his But they'll get there. thought Imight like to get into radio Web site at bttp://www.beacbam.com

Tuned In FEBRUARY 1996 25 Prophet Systems Inc. announces Ye D (Jr(' ri

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eve all been with the listener— brought up to airwave bonding, if believe that "what you will. But even this you don't play won't link will wear thin if you are hurt you." While that confined to ashort, safe list of songs. may be true, what take part you don't play can't Sound and image in the reju- help you either. That's where it is key to offer acatalog ventated In an increasingly competitive industry, playlist that's tight enough to fit your sta- funkadelic we have fragmented, researched and tion's sound and image, but expansive movement. diluted music into a couple handfuls of enough to broaden your product's appeal. With artist-driven formats like AOR niche formats. Unfortunately, there are no McDonald's and Wendy's do it with and classic rock, you might also packet magic formulas to accompany these micro specialty menu items all the time. deeper cuts into, for example, "Threefer formats that explain just how many gold McDonald's has even brought an "Old Madness" weekends, and reinforce them records you should have in your library Classic" specialty menu item back in with familiar product. and how to find the best of the best. It is some markets for an "oh, wow" effect From these specialty vehicles, response entirely dependent on your format and with the McRib. You can do the same might show that some of these gems the makeup of your marketplace. with your music. indeed deserve semi-regular airplay. But that doesn't mean there aren't Look for the wild card hits—songs that Thus, your catalog has been expanded at techniques to help programmers add might not have been top 20 sellers but little risk to your routine playlist. some diversity to their rotations, thank- were great radio songs. Or perhaps fully differentiating one playlist from there are groups tied to your market Exercise extreme caution another as listeners slide down the dial that have become local favorites. Also A few words with respect to "novelty" in any given market. look for alternative cuts from your sta- records: You are wise to exercise tion's core artists that would play well. extreme caution. While these songs are A safe list Once these songs are chosen, you must timely when they are released, they Every format has asafe list of records to find avehicle to play them without jeop- peak quickly, bum fast and can in turn play, whether it comes from your consul- ardizing the integrity of the radio station. burn you. Bobby McFerrin's "Don't tant, music testing or monitoring other This can be done in several ways. You Worry Be Happy" was a huge hit, but I markets. Traditionally, the list is shallow can add a spice category into your rota- would not touch the song today. and, in theory, represents only classic tion that drops a wild card in every so This isn't always the case. Meni performances that fall within the format. many hours. Or you can create the Wilson's "Telephone Man" might have How you generate this list is important umbrella of aspecialty weekend. that "oh, wow" effect if you gave it a since, if you test your music, your Iprogram a classic rock station that I play now. But this would certainly only results are only as good as the music wanted to skew alittle younger at night. be effective as aone-time insertion. you have tested. For one, if you test Iinstituted "Freeform at Night," a show The bottom line is to be on solid only songs that went top 10 or 20, you that allowed me to play more 1980s ground before you branch out. may run the risk of burn. product and to go a little deeper on Everything must go in successive steps. Ihave found songs in my power gold select artists. Nothing changed in our If your station is not firmly established rotation that, although they had very core music or clocks. The amount of in its format arena, then now may not high scores for like and familiarity, are expanded play was minimal, but be the time to broaden its base. extremely burned. Some might opt to enough to generate instant appeal. When the time is right, however, your drop these records; Idecided to slow The same might work at an AC station familiarity with the format, the music the rotation. in a "Salute to the '70s" weekend or on and some simple research are the keys A programmer has to weigh the differ- adult CHR with the very popular "Disco to making and keeping your station's ence between the old adage, "familiarity Saturday Nights." Urban stations could music fresh and vibrant. breeds contempt," vs. being sensitive to the fact that many people tune into Bill Knight is program director of radio to hear their favorite old songs. WRRK-FM in Pittsburgh. He has format- We have the opportunity to develop an by Bill Knight ted radio stations and enhanced station emotional or psychological connection images in six states.

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o RAB '96 elo o Transforming 0000000 C1 Salespeople into show Super-people preview

ien the Marketing and Leadership Conference organization didn't by Whitney Pinion convenes in Dallas this month, the RAB promises have its own Web W that those who attend will leave with one thing in site. If you haven't particular: "The Power to Lead." gotten a look at the new site, stop by and check out the Leadership, says Gary Fries, president and CEO of the RadioLink Resource Center Services on the Internet, which Radio Advertising Bureau, is a quality in short supply in will be demonstrated each day of the conference. radio today. "The art of selling has been well developed," An exhibit hall, open Thursday, Feb. 15 through he says. "What is lacking is the ability to lead people, as Saturday, Feb. 17, will complement the sessions. (See the salespeople, in the art of selling." schedule beginning on page 32 for more details on both sessions and exhibitions.) Leadership role Although radio sales figures for To instill this sense of leadership, the RAB the beginning of '96 are slightly has gathered ahost of inspi- lower than those of this time last rational and year, and the retail industry suf- motivational fered asluggish holiday season, speakers to Fries says not to be discour- rouse and aged. "We're comparing our- inform the selves to areal breakout time," 2,000-plus atten- he says, adding that radio is dees of MLC '96, still "pacing along with the Feb. 15 to 18, at economy at afaster clip than the Wyndham other media." Anatole and Sales figures and learning Stouffer Renais- how to lead radio's sales- sance hotels. people will provide Fries The conference with ample material for will offer a variety his State of the Industry of workshops and address, which he will forums from which deliver at the opening to choose. Among ceremony/general ses- the topics that will sion and breakfast on be covered are hir- Friday, Feb. 16, at 7:30 ing, training and a.m. retaining top sales- Keith Harrell, a people, guaranteeing nationally recognized client satisfaction, speaker, is also duopoly and LMA sales scheduled to address management, utilizing Friday's early-morn- the Internet and other ing gathering with a current technology, pol- motivational ishing your image, deal- keynote speech. ing with difficult people, Harrell, former and making money in training instructor small markets. and marketing And don't think that the executive for IBM, is RAB would offer sessions president of Harrell about getting on-line if the & Associates, Ltd., afirm that e

30 Tuned In FEBRUARY 1996 specializes in empowering others to Along with the keynote speakers and dedicated to the rapidly growing Hispanic succeed. Other keynoters scheduled dozens of panelists, RAB has lined up format. A special Urban/ include the "Creative Crusader," also more than 25 consultants who will be on Hispanic reception will be held on Friday known as Denis Berkson. hand at various times throughout the con- at 6p.m. ference to demonstrate their knowledge Last year's "Skip's Place" has been trans- and skills. (Please refer to the schedule fonned into this year's "Fig's Place." Bring for names, dates and times.) your business cards and join Bill Once again the Marketing and Figenshu, RAB Board of Directors "What is lacking is the Leadership Conference will offer a focus Member and President of Viacom's Radio on particular radio formats. Friday, Feb. Division, as he hosts evenings of profes- ability to lead people 16, will be Urban Day, with two forum- sional networking in the Atrium Lounge. length sessions on the specific challenges Fig's Place will be open for business in the art of selling." of selling this increasingly complex for- Thursday and Friday (Feb. 16 and 17) at 8 mat. Another forum-length session will be p.m., and at 9p.m. on Saturday. Gary Fries

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Berkson will explore the cre-ative think- ing process in the forum "Your Creativity," Friday from 9:30 a.m. to noon. With acombination of spirited dia- logue and interactive exercises, Berkson will help attendees generate innovative ideas and improve creative problem- solving and decision-making abilities. Jack Trout, the man who was instru- mental in developing the marketing approach known as "positioning," will deliver the Marketing Keynote at the 7:30 breakfast on Saturday, Feb. 17. In his speech, titled "The Mind Works by Ear," Trout will detail the new trends Ii in marketing and positioning. Co- author of a number of marketing books, including "Marketing Warfare," "The 22 Immutable Laws of Marketing" and, most recently, "The New Positioning," he will offer an abundance of marketing knowledge.

Let's make a deal --- Back this year by popular demand, Sean Joyce will lead a forum on "Power Negotiating" on Saturday, from 9:30 p.m. to noon. During this 2 UNIVERSAL CONNECTIVITY 1/2-hour session, he will teach atten- in audio management systems dees how to negotiate both personal and professional deals. •Custom Systems -Designed, configured for YOUR operation. Joyce, who holds aPh.D. in industrial •Intelligent Interfaces -Traffic, Music, Accounting, Production, Scheduling, Editors, etc. psychology, knows about making deals •Chokes -ITC's Partners Program brings you the best in quality supporting products. — he's also an approved player's agent for the National Football League. •Your total audio management system supplier -consulting, engineering, manufacturing, Futurist Harry Dent, Jr. will speak on installation and service. the coming of an economic boom and •Call 17'C today -Discover the benefits of asystem tailored to YOUR needs. how radio can take advantage of it at the luncheon on Saturday, beginning (309) 828 -1381 at 12:15 p.m. Contrary to popular belief, Dent argues, the economy is International Tapetronics Corporation predictable. He will reveal the pre- 2425 S. Main Street, Bloomington, IL 61702 lb dictable family life cycle of spending, the business impact of new technologies and the nearing end of inflation. Circle 207 On Reader Service Card

Tuned In FEBRUARY 1996 31 *6 Chris Lytle RAB '96 Daily Schedule *7 Chris Stonick *8 Alison Glander #9 Norm Goldsmith WEDNESDAY, FEB. 14 1:00 -4:00 p.m. — CRMC Group Exam 5:00 -5:30 p.m. — RAB '96 First 2:00 - 6:00 p.m.— SAC Committee 1:30 -4:30 p.m. — CRMC Diamond Timers' Orientation Meeting Certification 6:00 -7:00 p.m. — MLC '96 Welcome 2:00 -3:30 p.m. — Consultants Collage I Reception THURSDAY, FEB. 15 *1 Private Brands-Big Bucks — Bob Davis 8:00 -9:30 p.m. — Consultants 11:00 a.m. -3:00 p.m. — SMAC #2 Selling with Qualitative Collage III Committee Meeting *3 Radio's New Technology *10 Ken Greenwood 11:00 a.m. -8:00 p.m. — Registration *4 Vendor Utopia — Kathryn Magurie *11 Jack Rattigan 11:00 a.m. - 8:00 p.m. — Exhibit Hall 4:00 -5:00 p.m. — Consultants Collage II *12 Dave Gifford Open *5 Pam Lontos *13 Robert Keith 8:00 p.m. — Fig's Place — Professional Networking Atrium Lounge

FRIDAY, FEB. 16 6:00 -7:30 a.m. — Consultants NORTHEAST Collage IV *14 Darrell Solberg *15 Jim Doyle 7:00 -9:15 a.m. — Registration Open BROADCAST 7:30 -9:15 a.m. — Breakfast -Opening Ceremony/General Session: "State of the Industry" -Gary Fries, Practical-solutions for your broadcasting needs... Keynote: Keith Harrell 9:30 -10:45 a.m. — Workshops: #1 Small Market: Cashing In We can design a system for your changing *2 Credibility: Closing's Key Digital Audio operation, LMA, Duopoly, group or single *3 Streetfighters Consoles station, we can meet your programming and budgetary requirements. Digital Audio $$$ From Your Database *On Air or *5 ABCs of the Internet Production Storage *Complete Digital • Complete Project Management Services 9:30 a.m. -Noon — Forums Mixing •Turnkey Systems Installation Available *Cart Machine #1 Your Creativity -Denis Berkson Replacement •Digital Inputs and • Digital System Training -On Staff *2 Dealing with Difficult People *Music on Outputs To Take • On Staff Engineering Consultants make Hard Drive *3 Power Negotiating -Sean Joyce Advantage Of sure your system meets your needs, *Satellite #4 Urban Radio Forum Your Other Digital THE FIRST TIME... Gear Automation *5 Hispanic Radio Forum •Multiple Sample *Live Assist 11:00 a.m. -12:15 p.m. — Workshops: With over 30 years in broadcasting, *Automation Rates *6 Personal $$$ Management *Unattended *Built In Effects more than 200 product lines, and the Operation #7 Power Presenting Processors most experienced staff in the business, *Multiple Station *Automated Faders we have the resources to provide you *8 National Business Operation •RS232 Control with the most practical solution. #9 Stresses of Duopoly •Familiar "Console" *10 Time Sharing: The Future Worksurface 12:15 -2:00 p.m. — Lunch: National •Save Money Using High Quality Audio Over Digital Phone Li neo Advertiser Panel; Honor Awards Around The World *Fraction Of the Cost Of Satellite For Remotes •Local/National Presentation Networks 2:00 -7:00 p.m. — Digital Coda« *Small & Portable Exhibit Hall Open *Share Programming/Production In Doupoly/Group Stations *Full Bi -Directional Audio *Backup STL Systems 2:30 -3:45 p.m. — Workshops: *Works On A Dial-Up Basis. #11 Coaching: The First 90 Days You Pay Only For What You Use #12 Branding Your Sales Department *13 Managers & Computers-The ABCs •Multi-track Capability •Non Destructive Editing *14 4x4 Management •Fast, Improved Efficiency •CD Quality Audio Based Systems #15 Software for Radio •Improved Creativity •Affordably Priced *16 Your Image is Showing Digital Editing *17 Radio's Great Presentation *18 Political Advertising New York Phili./Balt./Wash. Dallas Pittsburgh *19 Vendor: What's Hot (518) 793-2181 (410) 796-6710 (214) 612-2053 (412) 942-4054 2:30 -4:00 p.m. — Urban Radio Fax Fax Fax Fax Forum, Part II (518) 793-7423 (410) 796-6711 (214) 612-2145 (412) 942-4839 4:00 -6:00 p.m. — Ask the Experts - Circle 210 On Reader Service Card Exhibit Ballroom

32 Tuned In FEBRUARY 1996 Receptions SATURDAY, FEB. 17 #29 RAB's Amazing New Services 5:00 -6:00 p.m. — CRMC-CRSM 6:00 a.m. — The Annual Interep Fun Run #30 Selling Annuals to Professionals Reception 6:00 -7:30 a.m. —Consultants Collage VI *31 Empowering vs. Training 5:30 -6:30 p.m. — Diploma Course *22 Calvin Dorsey #32 Life After 25-54 Grads Reception *23 Chris Wright #33 Painless Rate Raising 6:00 -7:00 p.m. — International 7:30 -9:15 a.m. — Breakfast - #34 Promotions, Promotions, Promotions Reception-Urban Hispanic Marketing:Keynote: Jack Trout *35 Salespeople that Last: Hiring Right 7:00 -9:00 p.m. — Exhibitors' 9:30 -10:45 a.m. — Workshops: *36 Creativity Sells: Chris Wright Reception (Invitation Only) *19 My Next GM 4:00 -6:00 p.m. — Ask the Experts - 7:00 -8:30 p.m. — Consultants *20 Body, Mind & Sales Exhibit Ballroom Collage V *21 Large Market/Large Revenue 6:00 -7:00 p.m. — Executive's Cocktail #16 Ashley Page-Herweg *22 Great Sales Meetings Reception #17 Jason Jennings *23 Your Image is Showing 7:00 -9:00 p.m. — RAB's Grand Finale *18 Rhody Bosley/Julie Heath 9:30 a.m. -Noon — Forums: Party *19 Bob Ottaway *6 Your Creativity: Denis Berkson 9:00 p.m. — Fig's Place -Professional #20 Bob Harris *7 Dealing with Difficult People Networking Atrium Lounge #21 Radio Marketing Associations *8 Power Negotiating: Sean Joyce 8:00 p.m. — Fig's Place -Professional #9 Sports Marketing SUNDAY, FEB. 18 Networking Atrium Lounge 11:00 a.m. -12:15 p.m. — Workshops: 7:00 -8:30 a.m. — Consultants #23 Personal $$$ Management Collage VII As of press time, the following *24 Power Presentations *24 Darrell Solberg companies were confirmed as *25 Vendor Utopia/NBD #25 Jim Wray exhibitors at RAB's Marketing & #26 Winning the CPP Game 9:00 -11:00 a.m. — Breakfast: Leadership Conference '96: #27 Making Every Schedule Work Fitness Keynote: Cooper Fitness Institute 12:15 -2:15 p.m. — Lunch -Keynote: 11:00 a.m. -12:15 p.m. — Consultants Accuratings "The Future" Harry Dent, Jr. -Radio Collage VIII AdTrack Wayne Awards *26 Norm Goldsmith Americalist 2:00 -7:00 p.m. — Exhibit Hall Open #27 Dave Gifford (a division of Haines & Co.) American Consulting- 2:30 -3:45 p.m. — Workshops: 12:00 -3:00 p.m. — T.O.M.A. Research #28 Event Marketing/All Markets Check-out/Departure American Hole 'n One Arbitron Broadcast Products EASILY CBSI/Custom Business Systems INSTANTLY Communication Graphics Inc. Computer Concepts RBDS INEXPENSIVELY Datacount Inc. Dataworld .. . with these two, brand-new products, Digital Generation Systems INOVONICS has you covered, coming and going! Global Sales Development Gowdy Printcraft Press Haley Productions 710 ENCODER: Just $995 and no computer Hungerford, Aldrin, Nichols & Carter International Demographics Inc. required! The non-volatile memory holds 16 sep- IXL arate frames of program and format identifiers, Jackpot Promotions alternate frequencies, radiotext messages and traffic Chris Lytle & Assoc./Advisory Board or emergency flags. A built-in data interface lets you MG Enterprises Marketron upgrade later to full dynamic operation for revenue- Maxagrid International Inc. generating paging, GPS, coupons, contests, etc. Measured Marketing Media Marketing Technologies Connects to your existing FM (ARB) 510 DECODER: Miller, Kaplan, Arase & Co. CPA Mod-Monitor. The front-panel LCD display shows National Association of Broadcasters (NAB) RBDS injection level and allows you to scroll through Neal Communications and read all the data groups. An RS-232 port gives Omnia Group PB Unlimited unlimited access to raw RBDS data for telemetry and Radio Computing Services Inc. other in-house functions. Radio Direct Response Research Director Inc. RPMC SRDS Strata Marketing Tapscan Inc. Inovonics, Inc. U.S. Tape & Label 1305 FAIR AVE., SANTA CRUZ, CA 95060 U.S.A. WIEBE Chicago TEL: (408) 458-0552 — FAX' (408) 458-0554

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Tuned In FEBRUARY 1996 33 Now Your Liste Roar Of The En

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Circle 222 On Reader Service Card Media's WMJX-FM, WBCS-AM-FM and NEW PD: Veteran programmer Bob WMEX(AM) in Boston. Prior to joining Hamilton has been named program Greater Media, Smyth was General Sales director of KABL-FM in San Francisco. Manager of WOR(AM), New York, and Hamilton has spent 10 years in Bay Area WROR(FM), Boston. radio programming at KSFO(AM)-KYA- FM and KFRC-AM-FM, and most recent- MARS OFFICERS: Milwaukee Area ly KYLD, KYLZ and KSOL(FM). In addi- Radio Stations Inc. (MARS) has elected tion, Hamilton was RKO's national Terry Peters, general sales manager of music director and program operations WOKY(AM)-WMIL(FM), as chairman for manager for KRTH-AM-FM in Los the next year. Constance Balthrop, gener- Angeles. al manager of WKKV-AM-FM, is vice KABL-AM-FM are owned by Shamrock on the chair; Mike Fisher, general sales manager Broadcasting. of WLZR-AM-FM, is secretary; Randall Harris, general manager of WFMR(FM) NEW NSM: Christine Penning has move — WFMI(FM), is treasurer. been promoted to national sales manag- Jack Lee was retained as er of CRC, awholly owned subsidiary of NEW PD: Steve Blatter Appointed president/CEO of the trade association, Heftel Broadcasting Corp. Program Director. Odyssey Commun- which represents the commercial radio In her new post, Penning will oversee ications Inc. announced that Steve broadcasting industry in the Milwaukee all network sales activities for CRC, Blatter, WRGX-FM program director, has market. domestic and international. Penning's been promoted to vice president of pro- previous post at CRC was as western gramming. Blatter's diverse broadcast NEW GM/VP: Daniel Crowe has sales manager for the network. experience includes positions as director been named vice president/general of programming at MJI Broadcasting in manager of KMQA-FM, "La Maquina," a NEW LSM: WRGX-FM (X-107) has New York and music director at country subsicliery of El Dorado Communications. hired Helene Gold as local sales manag- station WYNY(FM), also in New York. Crowe has extensive experience in er. Gold's responsibilities will include Spanish language media sales. working closely with the New York NEW VP: Peter Smyth has been Most recently he was the general sales agency community in developing and appointed vice president of radio sales manager of KWHY-TV, Los Angeles, and implementing sales strategies. for Greater Media Inc., adding to his was involved in the start-up of the Gold brings 15 years of radio sales duties as general manager of Greater Galavision television network. experience to X-107, including nine years at WQHT(FM) in New York. She started her career in Boston at WBCN(FM).

NEW VP: David Juris has been In Today's named vice president/general sales manager of KOSI(FM), KEZW(AM) and Media Jungle, KVOD(FM) for Tribune Broadcasting. Juris has been with KOSI/KEZW since You Can't Afford 1990. He was local sales manager for KOSI/KEZW when Tribune purchased Not To Change. the stations in 1993 and promoted him to general sales manager for both stations.

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Tuned In FEBRUARY 1996 quommem. 990 anagement ourna:

by Vincent M. Ditingo Trends in Business Applications, Information Systems and Strategic Planning

rganizational Restructuring business enterprise, ripe for new investors and venture Now Commonplace in capitalists. Today's Radio Culture Among the publicly traded radio (station group) compa- o nies considered by some media analysts to be well-posi- The significant rise in merger and acquisition activity tioned for growing earnings are Infinity Broadcasting, among radio companies, fueled mostly by expanding Evergreen Media and Emmis Broadcasting, to name a few. duopoly ownership rules, coupled with a major increase in Meanwhile, many publicly traded radio groups continued syndicated satellite programming, means that organiza- to record strong net revenue and "broadcast" cash flow tional restructuring for many station groups is now interwo- performances with the closing of the third quarter last year. ven into the fabric of their corporate culture. During the three years following the FCC's duopoly ruling, earning Curve there have been some staff reductions in the local station workforce, most notably in the areas of sales, traffic and accounting, (Highlights from a specially selected manage- as well as reassignments and relocation of personnel. ment book "A Manager's Guide to the In many ways, the radio industry of the 1990s reflects cor- Millennium: Today's Strategies for Tomorrow's porate America as a whole. According to a comprehensive Success," by Ken Matejka and Richard J. Dunsing, survey of more than 1,000 U.S. companies conducted last American Management Association, 1995.) fall by the American Management Association (AMA), orga- The authors of this new book construct a road map for nizational restructuring (67.8 percent) rather than business efficient management in the business world of the 21st downturn (43.7 percent) emerged as the leading factor for century. They begin by suggesting the following "six impor- workforce reductions. tant traits" for determining organizational success in the Among the actions companies took to alleviate downsiz- decades ahead: ing maneuvers, only voluntary separation plans (such as • Adaptability — the ability to accept and embrace new employment/stock option buyouts) showed a continuous alterations. upward trend over a five-year period. Other actions includ- • Appreciation of ambiguity — the ability to deal with ed hiring freezes, transfers and voluntary job sharing. unstructured, untested parameters and to arrive at satis- factory conclusions. • Accommodation — participation in more intragroup and rendformation: Radio Industry intergroup activities. The reason, according to the authors: •Solo decision-making is becoming less of an organiza- Stocks Well-positioned for tional reality." Long-term Growth •Accomplishment — figuring out how to make a contribu- tion and improve the way things work will be the passport Radio broadcasting has caught the fancy of Wall Street to success. investment houses that are becoming increasingly bullish • Access ability — getting information that employees on industry stocks. The interest is due, in part, to the fun- need to reach their goals will be of increasing value. damental change in the ownership landscape brought • Accessibility — interaction between management and about by the three-year old duopoly ruling, which more ful- staff. "This translates into frequent and effective group ly impacted the industry in 1995, and, in so doing, gave experiences as well as intensive one-on-one time," the many local stations broader selling leverage. authors say. Last September, The New York Times reported that share The authors also argue that only "enhanced" managers prices for many radio companies were indeed soaring. The will make it in tomorrow's organization. "You have to think paper analyzed the stock values of five unnamed compa- in terms of value added — to yourself and to any system nies that solely or primarily run radio stations and noted with which you catch on." that, on average, they were up 75 percent. For the successful radio manager of tomorrow this means The paper's analysis of radio company stocks was rather developing a wider range of business skills today, particu- straightforward: "With their share prices zooming, the compa- larly those involving financing and marketing for an nies find it easier to sell more shares, thus raising cash to buy expanding duopoly marketplace. It also means becoming more radio stations. That cash drives up the value of radio computer literate in new information systems that will soon stations, which in turn makes the shares more valuable." guide all station, network and rep operations. The article also notes that a larger number of investors have begun to recognize the "changed circumstances" in Vincent M. Ditingo is a business writer media consultant radio (The New York Times, Sept. 17, 1995). and educator. He is also president of Ditingo Media In essence, more and more of the consumer press have Enterprises, a New York City-based corporate communica- been recognizing radio's potential as a highly profitable tions and strategic marketing company

Tuned In FEBRUARY 1996 37 7.1511 InBox

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format High School Memory Music Hits focus The Demographic Bull's Eye

he music of the 1970s brings back from the '70s. We wondered what had great memories. Iremember driving happened to acts like Bachman-Turner ir through central Washington with a Overdrive and Gladys Knight and the friend in the summer of '74, on the way Pips. A lot of them had just fallen off the to the World's Fair in Spokane. It was a radio. We decided it was time to put a scorching hot day and the '65 Rambler station on that sounded like a great Top didn't have air conditioning. We didn't 40 station did in the '70s." care. We rolled down the windows and A Christal Radio Research study con- turned up the radio. firmed that the time was right. Shaunagh Steely Dan, Guinness, author of the report, found Abba, George '70s Oldies "attracts both Generation X McCrae and and the tail end of the Baby Boomers ... all of our and skews 25-54, with a median age of other 36" and an even male/female mix. favorites Christal used the Spring 1995 Arbitron took our numbers to support the study: the aver- minds off age '70s Oldies station earned a strong the heat. We 4.1 share, 12+. This compares to 5.3 for were too busy singing along to worry Hot AC and 3.8 for Alternative. about it being 100 degrees in the front Initially there was a feeling that '70s seat. Oldies would take listeners away from tra- In recent years whenever Isaw those ditional oldies stations that play music record offers on TV for greatest hits from the '50s and '60s. But the Christal packages of the '50s and '60s, Iwon- study shows the two formats appeal to dif- dered when they would be advertising ferent demographics, with adrop of just 2 "my music." Doesn't anyone want to percent for oldies stations in markets hear the hits of the '70s? Iasked myself. where the 70s format is a player. It was Today you can find the answer on the found, however, that AC stations lost about radio. According to Radio Datatrak, 10 percent of their listeners to 70s Oldies. nearly 70 stations now program '70s Tuning in Portland, Ore., Los Angeles Oldies full-time, including WEGQ-FM in and Boston: KXL-FM 95.5 in Portland Boston; KJR-FM in Seattle; and WCOF- switched from AC to '70s in October FM in Tampa, Fla., which are all scoring 1994. The station is now a Top 10 Top 10 Arbitron ratings in the important Arbitron player, playing artists like Billy 25-54 demographic. Joel, Rod Stewart, and Electric Light It was October 1993 when Cox-owned Orchestra. WCOF-FM debuted as the first pop-fla- "Advertisers love the format," says vored '70s Oldies station in the country. General Manager Tim McNamara. "You The station plays "the superstars of the have a broad spectrum of listeners in the decade." The format was the brainchild 30-40-year range. They're buying both big- of company Executive Vice President ticket and small-ticket items. Ican go to a Bob Neil, with assistance from Cox con- car dealer who needs just one order, but I sultant E. Karl. can also go to the grocery stores. The for- "We noticed that there was a field of mat appeals to alot of businesses." *- music that wasn't being played anymore," says Karl, head of E. Karl by Bob Rusk Broadcast Consulting. "Most of it was

Tuned In FEBRUARY 1996 39 He is committed to staying with the stations have a tough time," says Silver. certain songs some people won't admit format longterm. "It'll have some peaks "But we were still aTop 10 player." that they do like. "Everything today is and valleys, but Ido believe it's a fran- Silver describes the '70s format as refined down to what is the least intru- chise," McNamara says. "high school memory music." With that sive," says Unmacht. "Stations are reluc- Like many '70s stations, KXL features in mind, ICKBH-FM has a Class Reunion tant to do anything but what is the a Saturday night disco show. Hosted by Countdown every Friday afternoon at 4. absolute safest. So you end up with 500 Scott Tom, it runs from 7:00 p.m.-mid- "We pick a month and ayear, say March of the safest songs of all time. "If you night and is extremely popular with 1976, and play back San Diego's Top 20 never have the positives and the nega- females, 18-34, proving that the format of that month," he adds. tives, you never have atruly great radio is also attracting younger listeners. "I believe our version of '70s Oldies is station," he contends. At the other end of the '70s spectrum, the closet thing to what radio sounded disco is definitely not part of the Arrow like in the '70s," Silver says. That includes Future of the format version of the format (which is similar to personality DJs and music ranging from Will '70s Oldies stations follow their lis- classic rock). Using the acronym ARRO "the Doobie Brothers and the Eagles to teners as they get older? If the answer is for "All Rock and Roll Oldies," it Marvin Gaye and Donna Summer." "yes," can the format sustain its strength? debuted in September 1993 on KCBS-FM A look at "The Billboard Book of Top 40 "When '70s stations first sprang up, in Los Angeles and features the hits of Hits" illustrates the wide mix of music that some skeptics said it was a fad format harder-edged groups like the Rolling could be heard on the typical Top 40 sta- and wouldn't last," says Skettino of Stones, Foreigner and Bruce Springsteen. tion 20 years ago. In spring 1975, for Interep. "However, now that some sta- "The good rock and roll stuff" is how example, easy listening artist Roger tions have been in the format for almost Assistant Program Director Billy Sabatini Whittaker had a hit with "The Last two years, we have audience trends that describes it. "We're definitely '70s- Farewell"; country singer Freddy Fender show stable or growing audience shares based," he says, "but we play music was number one with "Before the Next in most markets. from the late '60s to the early '80s." Teardrop Falls"; and Elton John had amil- "From a demographic standpoint, the At WEGQ-FM, Eagle 93.7 in Boston, lion seller with "Philadelphia Freedom." '70s audience is very attractive to adver- Program Director Pete Falconi reports In the words of consultant Karl, if radio tisers. Its audience is solidly positioned that his station "is a mixture of pop rock played that variety today "it would be in the 25-44-year age span, which and a little bit of classic rock. Our considered schizophrenic because there makes up the core of most buys." strongest artists are Elton John, the are stations that specialize in each of But what about five years from now? Eagles, Fleetwood Mac and the Doobie those formats. Now there is market seg- Will stations decide that some of the '70s Brothers. We also have success with a mentation. We have gone from a `broad- songs have lost their luster and begin to little bit of the harder stuff, like Bob cast' medium to a'narrow-cast' medium." concentrate on hits from the '80s? Seger and the Cars." "Narrow-casting" is a major factor in Consultant Karl says the longevity of '70s programming '70s Oldies. What Karl Oldies "depends on the discipline and High school memories termed "bubblegum" artists such as the courage of the people who put it on. Thomas Wolfe wrote you can't go Partridge Family and Bobby Sherman "As long as they are locked into the home again." Don't tell that to KJR-FM are rarely played. "A lot of it just doesn't 25-40 demo and follow them as they get 95.7 in Seattle. Throughout the '70s, test very well," Karl explains. He stress- older, the format has at least 15 years," KJR(AM) (950 on the dial) promoted es that successful '70s Oldies stations he says. "Nothing lasts that long today." itself as "Channel 95" and was the city's have tight playlists because "the tighter Back where it all began, at WCOF-FM premier Top 40 station. The listeners your playlist, the higher the ratings go. ("Coast 107.3") in Tampa, Fla., Program who grew up with the station are hear- "Most stations are playing around 350 Director Nick Sanders agrees that '70s ing much of the same music today on titles," he says. "You're stretching it to Oldies will retain its popularity well into "Channel 95.7," KJR-FM. find that many hits. When people tune the next century. Music from the 1970s rings a nostalgic in a station, they want to hear their "The format is really young," he says. bell in the ears of listeners. Michele favorite songs. Instant gratification. If "Our research confirms that there's defi- Skettino, a research director with the you play just the songs that are the best nitely a future in it. But anyone who Interep Radio Store, calls it the "oh-my- loved, you have a better chance of the pictures a station just playing a bunch gosh, Iused to love that song effect." average listener tuning in." of '70s music five years from now is not "In most people," she notes, "the music That programming policy is criticized, looking at the picture correctly. You that was popular when they were com- however, by Robert Unmacht, editor of can't be a '70s jukebox. Being well mar- ing of age continues to evoke the "The M Street Journal," the weekly keted, running contests and having an strongest emotions throughout their lives. newsletter that tracks format trends. entertaining morning show are also We are now far enough away from this Bubblegum music was hugely popular important. decade for a whole generation to look in the early '70s. Donny Osmond, the "There's an audience out there that's back on it in asort of nostalgic haze." undisputed "Bubblegum King," had five been waiting for the format," he con- Jack Silver, program director at ICICBH-FM million-sellers between 1971 and 1973. cludes. "The challenge is to meet their ("102.9 The Beach") in San Diego concurs. "Bubblegum has been dropped expectations." KKBH-FM went to all-70s in September because it's considered too much of a 1994. The Gannett-owned station ranked novelty," Unmacht asserts. "Stations Bob Rusk spent 20 years in radio. He sixth, 25-54, in the Spring 1995 Arbitron research it and it doesn't always test now writes about the entertainment book, slipping to ninth in the Summer. well in an auditorium, which is not industry and is a regular contributor to "In the summertime, the younger skew- where people listen." The Hollywood Reporter and Tuned In's ing stations do really well and the adult In that setting, he believes, there are sister publication, Radio World newspaper.

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here's banter, and then "I admit it." Crook and Chase's countdown show, there's banter. As you might Crook knows a thing or two about which features the pair's exclusive inter- expect, the better banter Chase that people might find surprising. views with country's biggest stars and usually wins. Witness the She said she knows Chase better than the latest news from Music City and oth- success of country music's she knows herself. "Everybody knows er U.S. country music sites, is the duo's T amiable ambassadors that Charlie is a little bit of a — now, I second program on the radio airwaves. Lorianne Crook and Charlie Chase. don't mean this in a derogatory way — "The Nashville Record Review," distrib- In January, the tireless pair kicked off but he's alittle bit of aflirt," she offers. uted by The Nashville Network Radio, a four-hour, nationally syndicated week- "Oh...," muses Chase. ended its six-year run on close to 400 end radio show, "The Crook and Chase "He likes to tease," Crook says. "It's stations in November 1995. Country Countdown," based on Radio & innocent. He likes to tease with Lorne And, if that weren't enough, Crook and Records' country chart and distributed to Morgan and Tanya Tucker and Reba Chase, with the help of a hard-working stations via Jones Satellite Networks. McEntire. I mean, these women, they staff, are building on the successes of They're also in the thick of a dizzying love Charlie." their three previous television programs number of television projects. "Don't forget Shania Twain," Chase — "This Week in Country Music," "Crook Through it all, Crook and Chase act like adds. and Chase" and "Music City Tonight" (all the two best friends they are. They're the "Shania," Crook says. Duly noted. done for cable's The Nashville Network kind of folks you wouldn't mind having "Okay. He kissed Shania Twain on the (TNN), with which the duo ended its 10- over to dinner, or jawing with about neck because she asked him to." For the year relationship in 1995). Simply put, something or other over a piece of pie record, Crook fondly says that Chase is they're charting new territory on the tube. and cup of coffee on awinter's afternoon. "a strong family man" who "does all This year, Crook and Chase are launch- They're also the one-stop source for kinds of stuff for his kids that Idon't ing a variety of new television shows, the real skinny on Crook and Chase. think alot of Dads do." including a daytime talk/entertainment They know it all — even a few things show, "Crook and Chase," nationally syn- that might surprise people who think The tale dicated by Multimedia Entertainment; they know everything about them. The Crook and Chase story is simply the prime-time specials for the CBS tale of two regular people who have Television Network and Turner Original The scoop helped to catapult country music into the Productions for TBS; and a weekly, one- To begin with, Chase knows that spotlight in the past couple years. The duo hour program, "Weekend with Crook and Crook never stops working. "The is perhaps busier than ever, though they Chase," on cable's Inspirational Network. woman is nuts!" he says affectionately. "I seem to have always been pretty busy. keep telling Lorianne — and I've hound- Origins ed her over the years — slow down. Go These two "overnight successes," who home. Quit. Stop this for awhile." have been voted top entertainment per- "Yeah, it's true," Crook says, laughing. sonalities on cable television by by Alan Haber

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That's why country is doing so Crook's start in country music was doggone well." somewhat of a fluke — she had grown up listening to pop and rock. "The clos- Smashing Success est Iever got to country music back then A lot of elements have made country's was John Denver and Linda Ronstadt," smashing success possible. Demographics she says. "They had fiddle and banjo and what advertisers want, for example, and steel guitar in their music at the play big roles in country's relationship with ' time." She noted that she didn't really radio. But you might be surprised to find click with country music until she start- that Crook and Chase ignore all of that. Chase in 1974 after signing ed working in the field. "Maybe that's the backwards way to do on with WMAK(AM). Although she had done interviews it," Crook says, "but Ihave always worried with country artists for "PM Magazine" in that if we get too caught up in trying to tai- Nashville, Crook's first proper profession- lor a show for a specific group of people, The Cable Guide, and whose program al job in country was writing two pilots it's going to lose its heart. It's going to lose "Music City Tonight" was voted Favorite for the first television show she did with its spontaneity." So, she and Chase do what Country Television Show this year by Chase, "This Week in Country Music." moves them. "Whatever happens, hap- country fans at Country Weekly Magazine's The show's producer was her future hus- pens," she notes. "And, knock on wood — Golden Pick Awards, are seasoned by way band, Jim Owens, who produces all of our demographics and ratings have always of similarly unique training grounds. Crook and Chase's shows. been where they needed to be." Chase got his start in broadcasting on Crook met Chase when she was co- Chase says he thinks advertisers look at his hometown radio station, WRGS, in hosting "PM Magazine" in Nashville and the country music audience, Rogersville, Tenn., at the unlikely age of Chase was hosting a magazine show on regardless of three. He debuted on blind piano player WSM-TV. They were brought together by Harold Carmichael's Sunday afternoon Owens, who thought they would make a show, singing Tennessee Ernie Ford's good team. hit "Sixteen Tons." The highly successful "This Week in WRGS, one of the first radio stations in Country Music," which began airing in the Rogersville area, was located on September 1983, became "Crook and property adjacent to Chase's home. The Chase" in 1986, and was reborn as hypnotic pull of the station tower's ever- "Music City Tonight" in October 1993. present flashing red light pretty much assured young Charlie's career on the air. Diversity After working at WRGS, beginning at Country's hot, and so are Crook and age 13 as an on-air intern, Chase per- Chase. The pair's natural warmth and formed stints at WKIN(AM) in nearby good humor explain away their pop- Kingsport, Tenn., the breakout pop and ularity, but what about that of coun- rock station WKGN(AM) in Knoxville, try music? Crook chalks it up to Tenn., and WMAK(AM) in Nashville, diversity. Country isn't "just fiddles Crook in 1981 during her PM Tenn, Then, Chase hit the big time at and banjos anymore," she says. .,Magazine days at WKRN-TV. the ripe old age of 23 when he arrived Country is, however, a one-of-a-kind at WSM in country music's hometown. breed. "Country music artists realize At the time, WSM was playing adult that being an artist in country music is a contemporary during the day and coun- unique situation," Chase says. "It's not try at night; the station went all-country that you perform your records and you the age group in question, "as being a in 1978. go out and you stay away from the very hot demographic to shoot for," he Chase was nearing 10 years' experi- crowd. These people are hands on... says. "These people are doing well and ence on the air as he settled behind the These artists are close to their loyal fans." have alot of money to spend." microphones that captured the voice of Country's loyal fans are hardly typical. Ralph Emery and other big-name "Probably 99 percent of the country stars Country climate announcers. He replaced none other tell us, when we do interviews with them, Today's country climate, depending on than Pat Sajak, now known for hosting that their average audience is anywhere your outlook, may or may not be a far television's "Wheel of Fortune." from nine years old to 90," Crook says. cry from that of the late 1970s and early Crook took a different route toward her And it's quite a diverse audience. 1980s, when there was somewhat of a partnership with Chase. She began as an "(Country artists) literally see grandmas backlash in the field against country intern at WKRN-TV in Nashville, and bringing their grandkids and everything artists whose music was veering a ••

44 Tuned In FEBRUARY 1996 little too close to crossover territory. both potential and current advertisers. in country music give the duo a unique Although it may seem to some as What should they be saying to make the perspective on the country music scene. though that backlash has abated, Crook sale? "The bulk of our listening audience Their studio is on Music Row in isn't so sure. is the bulk of (the) spending public," Nashville, and they see the country stars When she and Chase were still doing Chase says. That's the 18-49 age brack- "out and about," according to Crook. their "Music City Tonight" television pro- et, he notes. "I think that's the core. "We see them at parties, we see them at gram, they received "enough letters to That's the buying public. That's what dinner," she says. "We see them at the make you sit up and take notice from the advertisers are wanting. There's not grocery store, at the meat counter." She fans who were not pleased if we had a a type of music out there that's stronger laughs, "We find out interesting little tid- country star with long hair (on the than country in that category." bits that we ad lib about, and Ithink show). They were wondering why the that's what makes it alittle bit different." men were wearing long hair and ear- Competition With their new radio countdown show, rings, or why there was so much wail- Crook and Chase are bringing their the myriad of television projects on their ing guitar, or why there was such a unique rapport with country artists and slate in 1996 and the recent release of heavy drum beat." their insiders' approach to country music their autobiography, "Crook and Chase: Crook says she thinks that even on to their new radio countdown show. Our Lives, the Music, and the Stars" Music Row in Nashville there's still "a But they may not be keeping a close (William Morrow and Co.), Crook and little bit of that backlash. We always eye on the competition. "We never real- Chase have their sights set on making have to walk aline." ly have," Crook says, "and maybe we successes of their new broadcasting ven- But the strength of country radio may should." tures in the here and now. make that line a bit easier to walk. Both "Oh, we'd start sounding like them," "We have never really made faraway Crook and Chase say they feel that coun- Chase says. goals," Crook says. "We are thankful for try radio is in good shape and properly "Well, see, that's it," Crook says. what we have at the moment, and we serving its listeners. "Country music's "You're always afraid that inadvertently try to make it as wonderful as we can." wide-open spectrum provides for the fact you'll start doing something like them, that you can have two or three different and all of a sudden you'll be a clone. Alan Haber is afree-lance writer who country stations in the same market and It's not that we're unaware of the com- specializes in radio and a variety of all doing real well," Chase says. petition. We're very aware, but we don't popular culture topics. He writes on Chalk one up for salespeople, who study (them)." radio personalities and the Internet for have to sell their country stations to Crook's and Chase's considerable roots Tuned In. GIVE US SOME TIME. WE'LL GIVE YOU THE NUMBERS. Broadcast Programming stations know what success is...

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I= FEBRUARY 1996 45 PROMAX

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The Promax Promotions Profile offers a Doesn't Alaska get many touring look at the experiences and points of acts? view of the nation's top radio promotion We get some. Anchorage used to be a professionals. This month: Sexy Gerow, fueling stop for touring groups going Marketing/Promotions Director of from the West Coast to Asia, but now KYAK(AM), KGOT-FM and KYMG-FM in with bigger fuel tanks and faster planes. Anchorage, Alaska. they don't stop here. We do get a lot of country acts because they don't tour So how did an East Coast woman with the big entourage and extensive wind up doing promotions in staging that some of the pop acts have. Alaska? Well, I actually started in politics. So when a pop act does come to Public relations is where the connection town, it's abig deal? came — Iwas marketing people and Yes. When Boys II Men came here we now I'm marketing radio. There are a got our hands on 50 pairs of tickets. It lot of similarities between the two. was a hot item. To win tickets, we had There's the time commitment; some- everyone come thing is constantly going on. The cam- out to a big mall that has a skating rink paign work Idid was about organizing and we asked them to help us build a people and volunteers so there was a human billboard. We didn't know how Sezy enjoying KGOT's Cinco lot of that human contact, getting peo- many people would come out, but we ple excited and motivated to do some- thought we'd have enough to help spell de Mayo festivities thing. That's very much like what you out our call letters and kind of rub it in do for radio — get people excited about the face of our competitor who happens we could give away a boat a week. The your station and get them to go to an to be in the mall, right above the rink! great thing about having sunlight until event. It's agreat high-traffic spot. Anyway, we that time of night is that you can work had 500 people show up for 50 pairs of an 8-5 job and still have all these hours What are some of the challenges to tickets. Pretty good odds! of daylight. working in a remote geographic area like Alaska? What's the listener lifestyle like up What are some trends you have Every listener in every station in the there? noticed in the past year or so? world loves to win trips. Our geo- Very outdoorsy. When you live in A trend for our station is away from graphic location makes us a very Alaska, you usually pick up some hob- trade on the sales side of events — hav- expensive place to get out of. Clients bies along the way. Softball is a big ing to get more creative to pull off pro- have come to expect that you can summer activity here because we have motions. Also, more trade-for-mention throw in a trip if you're doing a Super sunlight until almost 11 o'clock at night. instead of trade-for-commercials, which Bowl party or something like it. But We sponsor tournaments, snow machin- makes it difficult to prove to a client economically, it's just not viable. If ing, dog sled races, cross-country skiing. that your station has value outside of you're not willing to trade out a lot, We do a run at midnight at the summer just commercials. You want to prove to you end up having to ante up a lot of solstice because it's still light out, just them that they benefit from being tied cash. So that becomes a bigger part of like dusk. That's a huge event. in to your image. your budget, which isn't necessarily Fishing is really big out here as well; good. At our CHR station, we love to What are some things promotion direc- send people to concerts but if we can't tors should do in the coming year? find clients to partner up with us for Make an outline of your goals for the airfare, we end up paying out cash, by Scott Slav-en year. In my position with multiple sta- which defeats the purpose. tions, it becomes increasingly easy to a>

411 Tuned In FEBRUARY 1996 default to either the really fun events and let the other stations slide, or to be so caught up in a station that needs help that you let your good stations slide. I create a big outline with as station services much detail as I possibly can for the year. When Ihave that as a guideline, I really try to stick to it and reach those goals that Imake as lofty as Ican. That STAKE YOUR CLAIM FINALLY! way Iknow Iam really pushing myself ID Jingles on each of the stations. Also, Iwant to to your own piece of the internet. maximize audience participation in sta- Show the world just how good you You Can Afford tion events, really motivate people and really are with your own WLE DAG.. Great customized ID jingles prove to clients that my CHR isn't just for NC (hot, medium and soft), In the world of (VHF Ss t4 Fyou can Country (hot and traditional), and for teens, that we have older listeners. stand as tall as the biggest network and You have to make sure that each event strut your stuff to as many people for very Oldies stations. Over 700 stations is the best it can be — the most interest- little money. in the US and 8other countries use our jingles! Call toll-free ing, the most exclusive thing in town, Call II SDATA today to see how for FREE CD demo now! the event that the listeners just have to affordable your page will be attend. You've got to create that kind of 305-252-5023 IN 800-584-0100 800-451-KENR atmosphere for all events. (5367)

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Tuned In 47 Indianapolis. Contact NRB in Manassas, Washington. Call 202-429-5402. Va., at 703-330-7000. 28-jun 19 Arhitron Spring Survey 15-18 RAB 96 Marketing Leadership Conference, Wyndham Anatole Hotel, 5-1eilb lu Dallas. The Radio Advertising Bureau 1PJAB '96, Las Vegas Convention ter, offers 173 new "power programs" this Las Vegasele world's largest broadcast year, including sessions on creativity, convention drew 83,408 last year. This motivation, recruiting and retaining year, the madness expands into the good people, and making money with Sands Expo & Convention Center. events technology. Contact either Dana Honor Speakers, awards, sessions, exhibits — in Dallas at 800-722-7355 or Gail it's all here. Contact the NAB in calendar Steffens in New York at 800-917-4269. Washington, at 202-429-5409; fax: 202- 429-5343. (Future shows are all scheduled in Las Vegas: April 7-10, 1997; April A Comprehensive Listing 27-mar 2 6-9, 1998; April 19-22, 1999; and April of National & 27th Annual Country Radio Seminar, 10-13, 2000.) International Events Opryland Hotel and Convention Center, Nashville, Tenn. Includes panels, pre- jan 4-mar 27 sentations and showcases. Contact either L7 1,1 Arbitron Winter Survey the office of the Country Radio rs ting in Broadcasters at 615-327-4487; fax: 615- Boston. Call 212-387-2 or more 329-4492, or Angie Watson at information. New AristoMedia at 615-269-7071. to 3-6 11-14 53rd A ual anon 100th AES Convention, Bella Center, Broadcast -Coetettorf & Ex Copenhagen, Denmark. The spring Audio Engineering Society Convention celebrates its 100th convocation. Contact AES at Zevenbunderslaan 142/9, B-1190 Brussels, Belgium; telephone: +32-2-345- SAME OLD THING EVERY YEAR, RIGHT? 7971; fax: +32-2-345-3419. GET READY FOR SOMETHING NEW! 15-19 IMAS Publishing, the home of Tuned In and Radio World — Annual Public Radio Conference in Lake the world's *1 radio and television publisher — has been select- Buena Vista, Fla. Call 202-414-2000. ed to publish the official NAB Daily News! Your own reliable source of industry news will be there every day with the latest, delivering the NAB Daily News to all major convention hotels 21-26 and distributing it in the exhibit hall. National Religious Broadcasters makes a pilgrimage to Jerusalem for its TIRED OF BEING IGNORED? International Conference. Contact NRB You can trust the publishers of Tuned In and Radio in Manassas, Va., at 703-330-7000. World to cover radio like it's never been covered before! For the first time, an industry publisher will be 3 _5 1 covering the issues you need to Europrom L zig '96. Leipzig know about most. We'll have astaff of over 40 specialists provid- Fairgrátiff , eiy. The european ing in-depth coverage of every aspect of the conference, to Program and Media Exchange produce the most informative, valuable NAB Daily News ever! (Europrom) will bring together program makers and program ideas from both Make sure you pick up Tuesday's Eastern and Western Europe. Contact special radio & audio product section. Leipzier Messe in Germany: +49-341- 223-0; fax: +49-341-223-20-41.

Attention advertisers: We want to know! Please fax event Want to get your message to EVERYONE at NAB? The new improved NAB announcements to 703-998-2966; e-

Daily News is your answer! Call 1-800-336-3045 or your regional sales represen- mail to 74103.2435 , compuserve.com; tative SOON! Advertising deadline is March 1, 1996! or send to Tuned In, P.O. Box 1214, Falls Church, VA 22041.

48 E=113-FEBRUARY 1996 classified marketplace

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Tuned In FFF11illARY 1996 49 WGY(AM) Albany, N.Y. l e\// /1

facility spotlight

Owner: Dame Media Inc. Format: News/Talk Michael Whalen, General Manager Paul Thurst, Senior Chief Engineer

ramped and outdated, the studios of Radio 810 WGY needed a new Clocation and more up-to-date equipment. Nicknamed "cinderblock central" by its employees, the legendary 50 kW station had been in its Schenectady, N.Y., facility since the mid-1950s. On January 1, 1994, Dame Media seized the reins of WGY, and offered up a host of ideas to bring the station into the '90s and to look ahead to the year 2000. soundproof rooms, adjoined by a win- 1A2 switching system for the on-air WGY assumed a sharper, cutting-edge dow. The host and news staff perform calls. "We upgraded the phone system image on the air. Off the air the station from the talk studio while the producer for our news/talk format with a Telos moved into a former upscale law office runs the board from the control room. (1A2) integrated system with call-screen- outside of Schenectady. The commercial storage system, the ing software," Thurst says. As with any transition, WGY's move hard-disk-based AudioVault 100 by This system is very flexible, allowing was no simple process. "We moved the Broadcast Electronics, allows the station reporters to dial in from the field during station over in stages," says Senior Chief to network as many workstations as remotes and control the callers with the Engineer Paul Thurst. needed, in this case six. The AudioVault same ease that is available inside the studio. With an eye towards future duopoly is a windows-based program, which operation, the studios were laid out on allows the staff to run AP Newsdesk and Facility Spotlight offers a look at innov- one side of the front reception area, the the Snow Closing software on the same ative radio facilities. Share your cutting opposite side reserved for future studios. computer. edge with us. Call Managing Editor The studios themselves consist of two The station still uses the old reliable Whitney Pinion at 703-998-7600. 111111111111, advertiser index This listing is provided for the convenience of our readers. Tuned In assumes no liability for inaccuracy. reader Page reader page number advertiser service number advertiser service 51 A-Ware Software 44 1 Jones Satellite Network 24 American Radio Brokers 110 9 Jones Satellite Network 31 2 Arrakis Systems 79 47 Ken R. 161 18 Audio Broadcast Group 163 47 La Palma Broadcasting 45 Broadcast Programming 98 41 Motor Racing Network 56 CBSI 173 21 15 Musicam USA 117 43 Comrex 76 32 Northeast Broadcast Labs 210 6 Dataworld 58 38 Digital Courier International 227 47 PK Data 139 47 E Z Sound Ideas 105 26,27 Prophet Systems 200 41 The Essential Radio Spot 83 17 Radio Programming & Management 148 47 Ghostwriters 80 3 Research Director 55 29 Gowdy Printcraft Press 164 29 Stardate 137 41 Group W Satellite 1 29 Studio Technology 191 Halland Broadcast Services 2 24 36 Szabo Associates 230 23 Harris 177 13 Talk America 113 41 Henry Engineering 29 31 ITC 207 5 Telos Systems 135 34,35 Indianapolis Motor Speedway Radio 222 49 Transcom Corp. 218 33 Inovonics 216 52 Wheatstone 17

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