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June, 1995: On Fridays, usually I share my “road warrior” stories from seminar trips long ago. I’ve been publishing them in chronological order.

In looking through my notes for the next installment, I came across this little tidbit from the newsletter I sent to my clients 14 years ago this month.

Instead of sharing with you my misadventures around the world, this month I will do some sermonizing. Probably I shouldn’t. I’m sure you’d find it more entertaining to hear about my first trip to South America (and what the drug was in my carry-on suitcase that attracted the attention of the airport police in Bogotá)…or about my three-hour train ride in Germany with 150 skinhead soccer fans whose team had just lost.

The views I’m about to express might even offend a few readers. If you believe managers of radio stations never, under any circumstances, should be criticized, then you might be so upset that you’ll ask to me uninstall my blog from your computer.

It’s not hard to find a trade publication that takes radio personalities to task for dumb things they do. (Remember all the brouhaha years ago when Howard Stern said he hopes his antagonist at the F.C.C. gets cancer and dies?)

But what about when radio station managers act in ways that show contempt for their listeners and complete disregard for their obligations to their community of license?

Case In Point: KMJ is a radio station in Fresno, California. Each year they have a big outdoor event celebrating the political leanings of their big syndicated host, Rush Limbaugh. Lots of people attend, and KMJ makes lots of money on it.

(Remember, I am reprinting my notes from 14 years ago. I am not necessarily writing about KMJ as it is today.)

When KMJ’s program director, John Broeske, learned that it might rain on the day of this event, he instructed the station’s meteorologist, Sean Boyd, NOT to tell listeners it might rain. After all, said Broeske, it might not rain.

Boyd, however, thinks a meteorologist’s job is to tell listeners what the weather probably will be. And that’s what he did.

And it rained during the big Limbaugh festivities, just as Boyd said it would.

So KMJ fired him.

Of course, this wasn’t the first time KMJ had trouble with Boyd. Why, it wasn’t so long ago that their weatherman refused to say it would be sunny & dry on the day of a big KMJ golf tournament…when the real forecast was partly cloudy and windy. (Boyd’s forecast, again, was correct.)

Quite obviously, Broeske and KMJ General Manager Al Smith care far more about their advertisers and clients (and KMJ’s income) than they do about KMJ’s obligation to provide honest service to its listeners.

Why not lie about the weather? What’s the big deal? So some people get wet. The bottom line is…the bottom line. Of course.

To be fair, I’m sure KMJ doesn’t always lie to its audience about the weather. If KMJ will not profit financially by lying, I’ll bet they almost never do. But if there’s money on the line, don’t believe KMJ when they talk about the weather.

We now know that, if financial considerations are involved, KMJ will lie on-air about the weather.

Question: What else will KMJ lie to its listeners about, if the station might somehow profit from the lie?

How about the news?

I mean, sure, probably KMJ usually doesn’t lie about or slant the news…But what if the news involves a sponsor? What if there’s a news story that puts a major sponsor in a negative light? Do you think that might possibly effect KMJ’s coverage? That they might go easier on the advertiser, give the client more time to respond than they would another entity, make the coverage briefer, avoid mentioning it all?

KMJ wouldn’t do that, would they? I mean, Al Smith and John Broeske would not lie to their audience and community simply because it would affect their bottom line…Would they?

Final note: After the previous year’s KMJ Limbaugh bash, a local newspaper ran a photograph taken at the event. The picture showed Ray Appleton, the KMJ talk show host who follows Limbaugh. Appleton was holding up a bumper sticker that said, “WHERE IS LEE HARVEY OSWALD NOW THAT WE NEED HIM?”

The obvious and only implication of those words is that someone should assassinate President Clinton.

Well, when KMJ executives saw this newspaper photograph, they became enraged. Obviously, someone must pay for such outrageous, irresponsible behavior.

So KMJ called the newspaper and demanded that they fire the photographer who took the picture!

Makes you proud to be in radio, doesn’t it?

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WORLD CLASS ADVERTISING

I ripped this ad out of an airline’s inflight magazine. It’s a vertical 1/2 page, 2 columns.

The entire ad is extaordinarily good, but I’ll just share with you the right column “sidebar” — because the ad is designed so to make it jump out at the reader.

Well, okay, also the headline, to help set the stage:

Exercise In Exactly 4 Minutes Per Day

The typical ROM purchaser goes through several stages:

1. Total disbelief that the ROM can do all this in only 4 minutes.

2. Rhetorical (and sometimes hostile) questioning and ridicule.

3. Reading the ROM literature and reluctantly understanding it.

4. Taking a leap of faith and renting a ROM for 30 days.

5. Being highly impressed by the results and purchasing a ROM.

6. Becoming a ROM enthusiast and trying to persuade friends.

7. Being ignored and ridiculed by the friends who think you’ve lost your mind.

8. After a year of using the ROM your friends admiring your good shape.

9. You telling them (again) that you only exercise those 4 minutes per day.

10. Those friends reluctantly renting the ROM for a 30 day trial. Then the above cycle repeats from point 5 on down.

The more we tell people about the ROM the less they believe it.

Does the thing really work? I have no idea. But there’s a heckuva lot of copywritin’ goin’ on there.

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Well, this is just embarrassing, sharing these glowing testimonials for my annual International Radio Creative & Production Summit from three of the industry’s most successful practitioners — who among them have attended the Summit 37 times (!).

But with Summit registration now open, perhaps if you’ve never attended this will convince you to take the plunge.

Bob Souer, Blaine Parker, Dick Terhune

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SCOTT SHANNON’S FOCUS KEYS

Scott Shannon, radio programming

When I speak of “focus keys,” I’m talking about making sure you keep the important things important.

Example:

One day when I was programming in Nashville, I was driving home from the station and thinking, “Man, I had a great day! I had a lot of fun, did an interview with the paper, went to lunch with a couple of record guys, and took some phone calls from people telling me how great I am.”

And then I realized something: I didn’t really do that much.

In fact, I didn’t accomplish a damn thing that day!

There’s only a couple of things about your job that are really important during any given week. Make sure those important things stay important.

Concentrate on the critical inch of your business.

Take all the power you have — your problem-solving abilities, your concentration — and focus on something that will make your station better.

You can do it. But first you need to figure out and isolate what’s important.

One station I consulted drove me crazy because it’s in a market where there’s not a lot of good morning shows. I told the PD, “Your morning show has a lot of potential and talent, but it needs nurturing and guidance. Your mission is to fix and maximize the morning show.”

After a couple of months I noticed the show hadn’t gotten any better, so I called him and said, “Are you spending enough time on that morning show?”

He said, “Yeah, I’ve got a concept sheet.”

I said, “All I want you to do is get your ass out of bed in the morning and go sit with them.”

“Well, that’s not my job.”

“No? What the hell is your job??”

He wasn’t focusing on the important things. I said, “You’ve got to make this morning show better. These guys have potential.”

“But I’ve never worked with a morning guy.”

“Well, now’s a good time to start!”

I’m sad to report he never did figure it out.

I’m not saying everybody’s got to sit with their morning show. Maybe not all morning shows are crucial to the success of the station. For this radio station it was important to maximize the morning show, and it wasn’t happening.

The critical inch on your station may not be the morning show.

It may be the music.

It may be marketing.

It may be something else.

But figure out what’s important, and allocate your time in such a way that the important thing gets a lot of your attention.

You need to spend time figuring out what’s important.

Excerpted from Living Your Dreams/Programming To Win by Scott Shannon.

© by Dan O’Day All Rights Reserved

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Welcome to the third in a series of critiques of award-winning radio commercials — those honored as “the best of the best” by the 2007 Radio Mercury Awards.

This spot was awarded $5,000 as a “General Category Winner.”

My Critique:

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