...ramewro.....w""ft"" vasess."11111 9th Small YEAR 0.- skir..117 291isA Bill Taylor Market KQSS P.O. Box 292 Miami 'LW AZ 85539 Bob Doll - Publisher and Editor Newsletter Barbara J. Doll - Circulation Inc. VOLUME IX- Issue #34 - January 16, 1992 AWAITING TRIAL- Lincoln, Nebraska based equipment Jerry Kautz has been pick vendor up by federal authoritiesand is being held in Lincoln. He is charged with persons out of $212,635 for defrauding 34 various broadcastequipment. The money was takenas pre -payments on sales by Transmitters firm. his Imperial He's plead not guilty. (Radio World) PEOPLE - Former PresidentRonald Reagan will receive N.A.B's. "Distinguished Service Award" atconvention luncheon on April 13in Las Vegas.... Former baseball great Pete Rose will doa 2 -hour talk showon a Florida radio network March throughOctober (from exhibition series). season to AMES DEPARTMENT STORES, fighting to overcome Chapter11 Bankruptcy, are usinga lot more radio. Regional Reps Cleveland office reportsthey plan torun 20 short flights this year inmany markets. ONE LESS UNISTAR NEWS NETWORK - They're droppingNews Network #1 aimed atyounger audiences. Lack of interest in youth appeal stationsoutside of morning drive, They'll continue they say to offer Network #2targeting 25/54 and C.N.N. Radio News. RADIO MIGHT HAVE LOSTITS LARGEST STATION it hadn't found GROUP OWNER if money elsewhere.. The Wall StreetJournal said January 13that Westinghouse had with investment preliminary talks group K.K.R. about buying theirstations for $500,000.000.00. Parent neededmoney for problem divisions. STATION LEASING INSMALL MARKETS GROWING. Latest in over -radioed, depressed Beckley, West Virginia. 50 kW FMs Country W T N J will pairitself with 50 kW Oldies Somerset; KY deal reported W A X S. 2-2 SMRNewsletter profilePage #7. CORRECTION FROM BOY SCOUTS- Boy Scout Week is 2-2/8 rather than dates headquartersgave SMRNewsletter earlier. LOCAL RADIO's IMPORTANCETO SMALL TOWNS illustrated "powerfully" in New Hampshire. Exeter's Family Service burned down before Christmas. Toys, clothing, food went on the air with lost. W E R Z a successful effort to getreplacements. THE WEEKLY PUBLICATION FOR SMALL MARKET RADIOMANAGEMENT AND INVESTORS At the F.C.C...... NEW STATIONS (Granted): PENNSYLVANIA (Port Matilda) STS Broadcasting,L. P. 107.9 3 kW 328' WISCONSIN (Nekoosa) Berry Radio Co. 93.7 3kW 328' AMENDMENTS TO THE FM TABLE (Amended): ARKANSAS (Heber Springs) 104.7 C2 for 96.7A M.: K A W W (Newport) 96.7 C2 for 104.7 A. M.: K0 K R MISSISSIPPI (Artesia) 99.9 C2 for 100.1 A..: W Z I X. (Grenada) 100.1 C2 for A. M. : W Q X B OKLAHOMA (Bixby) 105.3 C3 for A. M.: KB X T (Proposed): LOUISIANA (Houma) 107.5 C2. Change City of License to Chalmette, Louisiana. M.: K C I L TEXAS (Gilmer) 95.3 C3 for A. M.:K L S 0 (Jourdanton) 95.7 A as 1st. VIRGINIA (Nassawadox) 92.3 Aas 1st. FIRST COME/FIRST SERVED: NEW MEXICO (Grants) 105.5 C. INVOLUNTARY TRANSFERS: COLORADO (Grand Junction) K Q I L (AM-Iv)/KQ I X (FM -C) to Airwaves Communications, Inc.,Debtor in Possession, P.O.Box 340, Grand Junction, CO 81502(911017 EH/EI) MICHIGAN (Albion, Battle Creek, Marshall)W A L M (AM - U), W E L L (AM -IV) W E L L (FM A) to ThomasBruinsma, Trustee (address not reported) (911220EC,ED, EE) IMPORTANT: Announcements (or programs) thatare paid for by non-profit groups, government agencies, or other entities must carry a "tag" that tells listeners that theyare paid for and identify the group, entity paying,forthem. A public notice was issued by theF.C.C. on this last October. The F.C.C. had received complaints thata number of broadcast stations and some cableoperators had broadcast such messages without announcing thatthe station or cable operator received payment for making theannouncements. Many state associations are now fundingsome of their operation by running announcements forgroups like these on member stations. -Although the station isnot receiving cash, by receiving benefits of associationmembership, it is receiving something of value for runningthe announcements. Make sure these announcementscarry the required sponsorship identification. -2 - MONEY PAGE - $ALE$ AND PROMOTION IDEA$ "VALENTINE'S DAY" (Friday, February 14) Here's an easy -to- do, INEXPENSIVE promotion idea out of Dan O'Day's book, "Great Radio Promotions and Contests" (213) 478 1972 for information: The 10 days before Valentine's Day listeners try to be the "# caller" when they hear a song with the word "love" in the title. Winners are announced on air via "tape delay." Off the air, the announcer securesname of person, he/she wants a Valentine's gift delivered to and where he/she will be at a pre -determined time. If the deliveries are made 9: A to 5: P, obviouslymany will be in stores, plants, offices giving your station extra visibility. Prizes might be candy, flowers- relatively small gifts. "WASHINGTON'S BIRTHDAY" - It comes on a Saturday thisyear. Some years ago, a Cleveland, Ohio radio station had its disc jockeys "slip little white lies" into theiron air patter on Washington's Birthday e.g. introducing a recording artist by the wrong name, a mis-statement about something that regularly happens on the station, in the town, etc. Listeners who "spot" the incorrect statements and are first to call in get a cherry pie. The station called its promotion, "Cherry Pies for Little White 'Lies." "OLDIES on the SQUARE" - Walt Williams at W L L K, Somerset, Kentucky tells us he will repeat one of his easiest, most inexpensive promotions this spring and summer. Each Friday, his adult contemporary station broadcasts live from Noon to 1:00 P. M. from the townsquare. "We take our remote unit and "boom box" to the square and encourage people to join us. They bring a brown bag lunch from home - or - pick up a take-out lunch from a downtown restaurant. The weekly event is very popular with office workers and brings some extra shoppersto town." "OUTRAGEOUS" - Ros Stipe called from K M C 0 (FM), McAlester, Oklahoma, last week. She wanted to know on what day Thomas Crapper day was observed. Believe it or not, we found out in our research files that Mr. Crapper, an Englishman, is credited with inventing the modern day toilet. January 17, the anniversary of his death, is the day established to honor him. A week, preceding Janury 17, K N E D is broadcasting the following: SOUND EFFECT: TOILET FLUSHING ANNC'R: "Listen Friday, January 17 for details." The announcement runs without comment. On Friday, K M C 0 will register listeners via the phone, "the # caller" for the "Thomas Crapper Day" prize- a year's supply of toilet tissue. - 3 - $ale$ - Making Cold Calls Attempt to determine why the prospect needsyour service. After you have determine what needs are to be filled, develop a clear sales strategy. Your major task is to get the prospect interestedenough to set up an appointment. Save your hard sell for the office call. Write down several approaches to experiment withand find one that works best. Then, refine it and throw away the script to avoid using a "canned" speeCi. Asking pertinent questions gives theprospect the impression that you are interested in his organization andplans. Often, good questions can lead to creative problemsolving. Don't get thinking so much about what you're goingto say next that you neglect to listen carefullyto your prospect's remarks. Listening is probably the most importantaspect of the cold call. Don't forget the final step--- asking for an appointment. Even if your prospect's response is unfavorable,offer some alternative type of action. For example, you may send additional information or state whenyou will call again. Washington Business Journal $ale$ - Time Management 1. Your imagination is a positive helper. Imagine yourself starting and finishing a task you've been puttingoff. Savor the satisfaction of completing the task- in advance. 2. You couldn't eat an elephant 'inone bite, but given enough time you could eat an elephantone bite at a time. Break the overwhelming project down into smaller pieces. Set interim goals. 3. Assess your priorities. Set goals on a daily basis. Make a daily action plan and focusyour attention and your energies on your most important tasks. Q. Tell someone. Set timetables for yourself and share them with others. It builds in accountability. "Radio Management and Marketing Newsletter" $ale$ - Something to Think About "Life is a grindstone. Whether it grinds you down or polishesyou up dependson what you're made of." Jacob Braude - 9 - CRIME PREVENTION WEEK (2-9/2-1.5) Crime is growing faster in small towns than in the cities. During Crime Prevention Week, says, as a good citizen, you should insist on good, professional local law enforcement. believes, the fight against crime needs the active support of everyone. During Crime Prevention Week, reminds young people that no matter what the size of a crime, the conviction can follow you for a lifetime. Years from now that record of shoplifting or drug use can keep you from getting a job or promotion. says law and order is everybody's job - young and old. Murder, robbery, burglary are not the only crimes. During National Crime Prevention Week, reminds you that cheating on your income tax or shoplifting are crimes too. believes prevention of crime is everybody's business. Most crimes committed are never reported. says, many people think so little can be done, they don't bother to call the police. If you are the victim of a crime or a witness to a crime, report it promptly.