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MONDAY, MAY 4, 2015 Liggins: ‘Programmatic is absolutely coming.’ Like it or not, programmatic selling is unavoidable. That’s the conclusion of Radio One CEO Alfred Liggins, acknowledging the risk to pricing. “Right now we do remnant business,” he reminded analysts. “And to the extent you can automate that process cost out of the system and you can have your sellers focused on the more high value clients of that, you are getting better rates and doing bigger campaigns.” Liggins said he’s already met with Katz Media Group about the rep firm’s Expressway programmatic platform set to launch next year. He said one of the more interesting uses for the machine-to-machine based buying will be as advertisers pre-load ads set to be triggered by certain events or weather. But like many executives, Liggins also conceded where it all goes remains to be seen. “Programmatic is absolutely coming, and so we just have to figure out how to play the best hand out of it,” he said. If nothing else, CFO Peter Thompson predicts it will make radio easier to buy, measure, and calculate its ROI for marketers. “Then you end up fishing in a bigger pool and competing for more digital dollars,” he said. Google brings voice commands to some streaming audio apps. Changing the station just got easier for Android users of TuneIn. The online radio aggregator has integrated with the voice search service Ok Google. Using voice commands, TuneIn users can bark commands to their Android phone, rather than tapping. To start a voice action or search, users say “Ok Google,” followed by their request, like “play KROQ on TuneIn.” TuneIn says the voice action functionality works from any screen on the device. “Whether you need to change the station while driving, find the basketball game broadcast, or want to listen to a new podcast while cooking dinner, try out these activities with no taps,” the company says in a blog post. Google has also integrated its voice search technology with NPR One and music recognition app Shazam. Rather than having to pull out a phone and open the Shazam app manually to identify a song playing on the radio or another source, Android users with the Shazam app installed can ask their mobile phone to Shazam it. Also as part of an expanded Google-Shazam partnership, Android recognizes “Shazam” as a command within the Android operating system. When users ask their devices to “Shazam,” “recognize,” or “name” a “song,” “track,” or “tune,” the app will launch, and the song can be saved to a playlist for later listening. Univision’s Randy Falco says auto is the category to watch. The World Cup is one year’s win, another’s negative number. The same is often true with political advertising. The combination only exacerbated an otherwise soft ad market, and in the end Univision says its radio business declined 7.4% during the first three months of the year. Overall, Univision reports its total revenue was up 0.6% to $624.7 million during the first quarter as a 1.6% increase at its television business more than offset radio’s decline. “What you are seeing right now is that there are some real cyclical issues in the marketplace,” Univision CEO Randy Falco told analysts on a conference call. “There are some economic pressures that are affecting many of our clients.” He said it’s particularly surprising to see carmakers tap the brakes on spending after automotive has been a strong ad category in recent years. “It is an important indicator and is something everybody should keep their eyes on,” Falco said. EVP and interim-CFO Peter Lori told analysts that Univision’s radio and local television business remains challenged in the second quarter with revenue currently pacing down high single digits as a result of weak spending in categories such as automotive and retail. It’s also the quarter with the biggest World Cup impact. While it makes for difficult comparisons, it is a safe bet the company doesn’t mind, considering Univision booked $174 million in World Cup-related ad sales last year.

Radio One moves forward with multiplatform plans. Radio One’s quest to fashion itself after Univision’s Hispanic- centric business model and become a multiplatform media company targeting African Americans has taken a step forward.

[email protected] | 800.275.2840 PG 1 NEWS insideradio.com MONDAY, MAY 4, 2015 It’s closed on the $550 million deal to buy out Comcast’s 47% stake i n the TV One cable TV channel. “Instead of debating with advertisers the merits o f television versus digital, versus radio, versus syndicated radio or events, we aim t o deliver it all,” CEO Alfred Liggins said Friday on a conference call. While radio’s share of company revenue will continue to shrink, like at its Hispanic counterpart, Radio One sees its 54 radio station platform remaining part of the strategy. “One of the reasons I think TV One is successful is we use our radio platform almost on an hourly basis every day,” Liggins said. “I think it helps to grow our brand. In a market where you are seeing other networks trend down significantly, we are trending up.” It’s a strategy that’s helped excite investors — Radio One’s stock jumped 6% on Friday — and will help the company deal with the “headwinds” that it is facing in the radio business. Radio One warns of down second quarter. First quarter revenues at Radio One declined 4.8% to $105.8 million, driven in large part by a $6 million decrease at its Reach Media syndication unit caused by a change in the timing of the annual Tom Joyner Fantastic Voyage. Radio One says revenue from its radio broadcasting segment decreased 9.4% for the quarter, mainly due to declines in its four largest markets. Local (-7.9%) and national (-7.2%) sales were both weak during the quarter. And while automotive (+4%) and health care (+6%) increased, they were offset by big cutbacks in cellular (-35%) and grocery (-26%) spending. CEO Alfred Liggins sees slight improvements in second quarter, but the number is still written in red. The company’s core radio business is pacing down mid-single digits after what CFO Peter Thompson said was a “soft” April as revenue fell 6.5% compared to a year ago. “Audio still very important,” Liggins told analysts. “It’s just that there i s much more competition across all traditional mediums to share advertising dollars.” Traditional media is taking the hit, he said, and no one’s sure where things will level out. “But our job is to do the very best that we can in a tough market and get back to grabbing market share and then figure out other ways to insulate ourselves and diversify ourselves,” Liggins said. Revenue at its internet business decreased 10.9% and Thompson said that led to some staff downsizing. “I think it’s fair to say we set that up in anticipation of revenue coming in faster and higher, and growth has been somewhat less than we would hope,” he explained. TV One posted a 10% increase in ad revenue and a 21% boost in affiliate fees. Emmis’ lenders green-light L.A. defense plan. Emmis’ stock soared 9% on Friday after announcing it had reached a deal with its lenders giving it a bit of breathing room as it faces off with a new challenger in the Los Angeles market. For a price, the lenders won’t require Emmis to cut its debt as quickly as detailed in the original agreement. By giving the company more leeway into early 2017, Emmis says it will be able to relocate its cash to defending “Power 106” KPWR, which picked up a rival as iHeartMedia signed-on urban “Real 92.3” KRRL and lured away KPWR morning host, Kurt “Big Boy” Alexander. In a presentation to investors last month, Emmis said it plans to increase KPWR’s marketing and promotional spending from $300,000 to $950,000 to stay in step with KRRL, which iHeartMedia has pledge to spend $1 million to promote in the L.A. market. Emmis said it has also locked in several air personalities and signed KPWR program director Jimmy Steal to a new contract to keep anyone else from following Big Boy out the door. Townsquare Media fights to keep Waterloo FM trio. Did an informal green light at the FCC suddenly turn red for Townsquare Media? The company is strongly hinting that the regulatory rug got pulled out from under it in Waterloo, IA. That’s where the agency has ordered it to sell three FMs by November 14. It began in 2012 when Townsquare acquired CHR “Q-92.3” KKHQ-FM, classic rock KCRR (97.7) and country “K-98.5” KOEL-FM as part of a swap with Cumulus Media that resurrected the Waterloo Nielsen market. It had existed for all but 14 months during the past 42 years, but the market’s disappearance meant that Townsquare’s Cedar Rapids cluster, 50 miles away, was oversized. The FCC gave the company two years to sell. After the Waterloo market was revived it petitioned the FCC to reclaim the FMs

[email protected] | 800.275.2840 PG 2 NEWS insideradio.com MONDAY, MAY 4, 2015 from a trust. But the FCC rejected the move. Now in a petition for reconsideration, Townsquare says its plan was hinged on statements made by Audio Division staffers who signaled it would approve the re-patriotization, similar to maneuvers made in the past by Cumulus and iHeartMedia. In its petition, Townsquare says it’s not “gaming” market definitions as the rules are designed to prevent. “The stations were part of the rated Waterloo-Cedar Falls market for over 40 years, and continued to serve that market during the less than two-year period,” it says. “The stations never were Cedar Rapids stations, except in name only for a short time.” The Waterloo stations are part of a regional Iowa strategy for Townsquare, which also operates in the Cedar Rapids, Dubuque, and Quad Cities markets. A forced sale in November couldn’t be worse timing for an Iowa operator, coming just as the 2016 presidential primary advertising flood begins. Alpha Media closes on $19 million worth of deals. Seven stations, two coasts, and markets large and small — Alpha Media has just closed on a pair of acquisitions totaling $19.25 million. In the Bay Area, Alpha has closed on an $11.15 million deal to buy three far East Bay adult contemporary stations, including KKIQ, Livermore (101.7), AC KKDV, Walnut Creek (92.1), and KUIC, Vacaville (95.3) from Coast Radio Group. While on the East Coast, it closes an $8.1 million deal to buy “New Country 93.3” WFLS-FM, rhythmic CHR “99.3 The Vibe” WVBX, classic rock “96.9 The Rock” WWUZ and talk/sports WNTX (1350) in Fredericksburg, VA from Sandton Capital Partners. “Each cluster is exceptional and brings its own unique attributes to the company, allowing us to build a diverse and dynamic culture,” Alpha chairman Larry Wilson says in a statement. Alpha still has other deals outstanding, like last week’s announcement that it’s buying three Salt Lake City stations from Adelante Media Group. When all pending deals are completed, it will bring the total number of stations owned by Alpha Media to 99. Peoria personalities set record for longest airshift. Alpha Media CHR “Energy 102.3” WNGY, Peoria personalities, Chris “Lucky” Stewart and Scotty Ehlke have broken the unofficial record for longest-running airshift. The two remained on the air for 102 hours. The feat required at least one air personality to identify the station after every song, which allowed the two personalities to take turns getting some sleep inside the studio. “We both logged about 11 hours of sleep out of 102 hours,” Stewart says. “The worst was when the sun was coming up or down.” About more than staying in a studio for five days, the event was designed to bring attention to Child Abuse Awareness Month. The previous record for longest airshift was 80 hours, as documented by recordsetter.com.

Inside Radio News Ticker…Royalty resolution adds six more…Four more congressmen have gone on record opposing any bill that would change federal law and allow the music industry to be paid a performance royalty for FM/AM airplay. Reps. French Hill (R-AR), Erik Paulsen (R-MN), David Rouzer (R-NC) and Steve Russell (R-OK) have added their names to a resolution opposing the move. Rep. Michael Conaway (R-TX) has now lined up 177 co-sponsors for the resolution in the House, where it currently takes 217 to block a measure. In the Senate, 15 lawmakers have signed the resolution, including recent additions Barbara Mikulski (D-MD) and Jon Tester (D-MT)…Spotify raises more cash: report…In a signal Spotify’s rumored IPO may not come in 2015, the webcaster has reportedly raised $350 million to fuel its next round of growth. CNBC says Goldman Sachs is among the investors in the latest round of fundraising which pegged Spotify’s value at $8 billion. That’s twice what the public markets are currently valuing Pandora. Spotify has about 60 million monthly uses, of which a quarter are paying subscribers. The company has launched a free ad-supported option to help grow its user numbers …Miami’s ‘Evolution’ is itself evolving…With a highly produced video, Miami’s two-year old “Evolution 93.5” has begun teasing a relaunch of the dance station on May 11. The station is promoting “new shows, new music, new everything” and in the meantime it will air “seven days of just music.” The station is a combination of the Miami-licensed translator W228BY and an HD2 channel on iHeartMedia CHR “Y-100” WHYI-FM...Policy advocate Charles Benton dead at 84...To most people working outside the Washington policy-making circles, Charles Benton may not be well known. But his left-leaning Benton Foundation has impacted communications policy for the past three decades. Benton died April 29 from complications from renal cancer. He was 84. In recent years Benton was a vocal critic of media consolidation. It made him a champion of many progressives, including FCC commissioner Michael Copps who says Benton was a “dauntless public interest champion.” The Benton Foundation named Benton’s daughter, Adrianne Benton Furniss, as its executive director in 2013…People Moves… Cumulus Media’s country WFMS, Indianapolis hires Scott Lindy as its new program director. And Premiere Networks hires Kavi Halemane as vice president of digital media. Check out all the latest People Moves at InsideRadio.com.

[email protected] | 800.275.2840 PG 3 MUST READ MONDAY insideradio.com MONDAY, MAY 4, 2015

Radio is best sold when played, not pitched

Some prospects can’t imagine what a radio spot for their business would sound like. That’s why there are spec spots.

Every radio salesperson can relate. If the prospect could only hear what their spot would sound like, you could close more business.

Because of voice tracking, many radio stations have fewer live announcers. And many of them work for multiple stations. Getting a spec spot can take days – or weeks. Not to mention getting the script written.

SpecByte (SpecByte.com) is a new business development tool using creative as ammunition to engage advertisers in the power of radio.

Yaman Coskun, a former radio station executive, recognized the need for (and the success of) spec spots. He founded a business specializing in getting industry-specific commercials in the hands of salespeople. That company led to SpecByte – with the promise of a customized radio spec spot today...by close of business.

But a commercial is not enough in our digital world. “Each spec package comes with a customized radio commercial, a pre-roll — MUST READ MONDAY SPONSORS — video and a banner ad,” notes Yaman. “We deliver the digital, — MUST READ MONDAY SPONSORS — video and audio ads you need for a winning presentation, and we do it in three hours.”

With well over 50 voices and unlimited category specific scripts, SpecByte will help you close the sale. Watch the video at www.specbyte.com to learn more.

It’s another Monday Morning and your sales meeting begins with the same call to arms:

“Let’s get out there and find new advertisers or secure more money from those already on our station.”

Media Monitors, a gold mine of information, can help you discover dollars right in your backyard. You saw all those potential buyers on the local cable interconnect over the weekend. You ripped out some ads from the local newspaper, but have you really captured all the fish in one net? In comes Media Monitors:

New Accounts Report — Quickly identify advertisers new to your market early in their buying cycle. This report can be emailed to you every Monday morning.

Share Reports — Analyze advertiser buying trends, by unit and by estimated revenue, helping your sales staff understand their clients’ and prospects’ buying cycles. You can instantly identify advertisers in your market that didn’t buy your station. This is commonly known as “the zero-share report”, an absolute must Great ideas and products featured in Must Read Monday when prospecting. For example: determine what spots are on come from innovative companies, sponsors and our your local cable stations but not on a panel of radio stations. greatest resource-our readers! If you have a successful Or you could create panels of certain formatted stations, say product, an idea, or a innovative service to share, email: all-talk and all-sports, and run a share report to see what spots [email protected]. were exclusive to a specific format.

MM Analytics is a powerful new tool that provides graphic representation to embellish and enhance your sales staffs’ client proposals. Research has demonstrated the power of mixing media effectively. With Media Monitors Share Reports you’ll be able to have the answer for next Monday’s sales meeting. Learn more at www.mediamonitors.com [email protected] | 800.275.2840 PG 4 CLASSIFIEDS insideradio.com MONDAY, MAY 4, 2015

MARKET MANAGER - HARRISONBURG, VA MORNING CO-HOST ENTERTAIN DC In the next few months we will be closing on an incredible cluster COMMUTERS! or radio stations in an excellent market in the Shenandoah Valley. Surrounded by mountains and hills, this pastoral valley is also a regional trading center, home of a new regional medical facility, home to James Madison University (20,000 plus students), diversified agriculture, high quality of life, and the list keeps going.

Centennial Broadcasting’s market leading HotAC, WBQB, B101.5

in Fredericksburg, VA seeks our next morning superstar! With long- Hopefully you might know about Saga Communications. If you time morning radio co-host Dee do, then you know what we want and expect from our managers. Daniels, you will entertain DC Metro We believe in a great deal of independence but not autonomous commuters with a “family friendly” behavior. If you are disillusioned about radio……there is hope. approach. With over 55,000 Facebook followers, you need to be ready to Send your resume and letter of interest (total confidentiality assured) post relevant trending and original to: [email protected] E.O.E. content and also be comfortable “on camera” as we consistently produce LOCAL SALES MANAGER - HOUSTON TX professional video content. Centennial Join the #1 media company serving Hispanic America, Univision Broadcasting is a phenomenal place Communications. We’re seeking a dynamic leader to help direct our to work; in fact, our last full-time local sales efforts across our powerhouse portfolio of Television, Radio, opening was almost 6 years ago! and Digital offerings. Combined, we entertain and inform more viewers and listeners each day vs. any other media company in Houston. If you’re looking for a stepping stone for your next career move, this IS NOT Candidates must possess a proven track record of leading local Account the job for you. But if you’re looking Executives to exceed goals through: providing leadership and support; for a long-term radio home, a great guiding local sales process and revenue development on all platforms; place to live and work, and a chance providing clear direction; assisting with all sales efforts; collaborating to be a local celebrity, let’s talk. with fellow managers and departments. Salary will be commensurate with experience and ratings history. Rush Visit insideradio.com for a full list of duties, your résumé, success stories, ratings responsibilities, qualifications and education history, references, link to Facebook necessary to be considered for this position. If page, and mp3 to: Wendy@wbqb. qualified CLICK HERE to apply. com with subject heading “B101.5 Look for job #1504. Mornings”. NOTE: Your mp3 should be 2-3 minutes limited to 5MB max. Univision is an Equal Opportunity Employer. More details HERE. E.O.E.

INSIDE RADIO, Copyright 2015. www.insideradio.com. All rights reserved. No part of this publication MORE OPPORTUNITIES may be copied, reproduced, or retransmitted in any form. This publication cannot be distributed @ INSIDERADIO.COM >> beyond the physical address of the named subscriber. Address: P.O. Box 567925, Atlanta, GA 31156. Subscribe to INSIDE RADIO monthly subscription $39.95 recurring payment. For information, visit www.insideradio.com. To advertise, call 1-800-248-4242 x711. Email: [email protected].

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