April 28, 2017
KBA Members Attended the NAB Show in Las Vegas
Several KBA members, including KBA Chairman, Derron Steenbergen, traveled to Las Vegas earlier this week to enjoy the NAB Show.

The NAB Show is the world's largest convention encompassing The M.E.T. Effect, the convergence of media, entertainment and technology. With 103,000 attendees from 166 countries and 1,700+ exhibitors, NAB Show is the ultimate marketplace for solutions that transcend traditional broadcasting and embrace content delivery to new screens in new ways. From creation to consumption, across multiple platforms and countless nationalities, NAB Show is where global visionaries convene to bring content to life in new and exciting ways.
Don't forget, KBA reimburses members up to $1,000 when you
attend the NAB Show. For more information on the reimbursement
and for the reimbursement form, click here.
KBA Recognizes WHOP!
WHOP FM and AM in Hopkinsville hosted their 67th Annual WHOP Rotary Auction on April 22nd.  They helped raise $332,000 to benefit the Rotary Scholars Program.  The Hopkinsville Rotary Auction is one of the most successful fundraisers for Rotary International.

Pat Bryson: Coming to a Location Near You!  
Today, we have many options in our sales arsenal to offer to our clients. Not only are we selling radio, many of us are now selling digital products as well. It can be a bit overwhelming. How do we know what to present to our clients?
Sales is a process, whatever we are selling.
It all starts with knowing our clients. We must access and understand our clients' worlds in a deeper way than ever before.

The traditional client needs analysis meeting doesn't work well today. Our questions must be more sophisticated, they must probe more deeply into the business aspects of our clients. We must understand their problems, know the ramifications of those problems for the business and how those problems will affect our client personally. We must know our clients' metrics.

Understanding the goals and objectives of our clients will allow us to craft solutions to those goals and objectives through our campaigns. It will result in larger agreements for us and better results for our clients.

In the first hour, we will learn what topics we MUST know when we leave a client needs analysis meeting and the questions to ask to get this information.
Our second hour will be devoted to learning a revolutionary technique to make "No" a suggestion, not the final answer. Closing sales is a process, and we will study the buy cycle of consumers and the steps necessary to lead our clients through the Marketing Channel to a positive conclusion. Hint: it's all about questions!

Selling today is not what we TELL, it's what we ASK. Questions are truly the heart of the sales process. Learning to ask great questions is an art form. You will leave the session prepared to have your clients say, "That's a great question. No one's ever asked me that before!"
It's not about us: It's about them!

Join Pat for this insightful training as she travels across the state. Look for sign-up information on the web in the next few weeks for a location near you!  
Henry's Travels

We are happy to report that Henry has been back in the office since Monday after recovering from Pneumonia and will resume traveling throughout the state visiting your stations on May 15th. Thank you for all of the kind words and prayers during his brief illness. Our Broadcast family is incredible.
To schedule an appointment with Henry, please contact henry@kba.org.

Reminder Notices will be mailed out next week! If you did not receive your notice, please contact the KBA immediately!
KBA has received a few questions related to participation in PEP and payment of membership dues. In the past, KBA had sometimes waived the payment of dues for members who pledge to play PEP spots. That is not the case for 2017. When your stations receive their dues notices, KBA encourages your owners and GMs to continue membership.

The association also encourages your station to continue to participate in PEP; the income from the program allows KBA to provide strong member services such as training, resources and the annual conference-- at no cost! No other state broadcasters association is able to offer its members free services at this level. Kentucky is unique in that area, and KBA is proud of that designation. Please understand that in some instances PEP funds cannot be used to offset certain, therefore we rely on your membership and appreciate your support.

If you or any other staff member has questions about payment of dues, member benefits or other items related to KBA, please contact Member Services Director Karen Mucci at karen@kba.org.

If you have already paid your dues, we thank you! Next week, the KBA will be sending out reminder notices to those that we have not received. Not sure, if you have paid your dues? Contact Liza Livers at kba@kba.org or Karen Mucci at karen@kba.org. We will be happy to assist you.

About 90 percent of our revenue comes from PEP, five percent from the lease of space at KBA Headquarters and two percent from membership dues. Your support assists the KBA in continuing to offer members over $5,000 in tangible benefits annually. The KBA sincerely appreciates your support.

KBA Conference Reimbursements 2017
The KBA Board met at the KBA Headquarters on Thursday, January 26, 2017. As a result, members voted on conference reimbursements for 2017. The conference reimbursements are as follows:
  • Up to $1,000 Small Market Exchange
  • Up to $399 Country Radio Show
  • Up to $1,000 NAB Show
  • Up to $1,000 for the NAB Radio Show

Attendees of these events must provide KBA staff with a copy of their name badge and receipts of all expenses.    

The KBA present's....

Radio Advertising Bureau's

  Managing Up and Down 
One-Hour, Live MANAGEMENT Webinar

(1:00 pm Eastern/12:00 pm Central/11:00 am Mountain/10:00 am Pacific) 

Guest:  Weezie Kramer, Entercom Communications

Feeling stuck in the middle? You run a market and your team counts on you and reports to you. At the same time, you have an owner/CEO/Board that you must answer to as well. This causes "middle manager frustration." Learn the skills and tools required to manage up and down successfully.


Join: http://rab.adobeconnect.com/managing_up_down/  and Enter as a GUEST using your FIRST AND LAST NAME.

Audio: over computer or 800-244-2500, PIN 550122#
NOTE: AdobeConnect recommends using Internet Explorer. If you do not have Internet Explorer, Safari is the next best.   
SUPPORT                                                                                                                                             Contact Adobe Support at: 800-422-3623. International support numbers are available at  http://www.adobe.com/support/connect/connecthostedsupport.html. To contact RAB, call 800-232-3131 or email  member_response@rab.com.

The KBA present's....

Radio Advertising Bureau's 

The Perfect CNA

One-Hour, Live SELLER Webinar

TUESDAY, MAY 16, 2017
(11:00 am Eastern/10:00 am Central/9:00 am Mountain/8:00 am Pacific)
THURSDAY, MAY 18, 2017
(4:00 pm Eastern/3:00 pm Central/2:00 pm Mountain/1:00 pm Pacific)

Presenter: Jeff Schmidt, RAB's SVP/Professional Development

"To identify and then satisfy the customer's needs profitably from the customer's point of view." That's the goal of the perfect CNA. Learn the best ways to get the real information you need from time-starved clients; information that is vital to creating solutions that work.


Join:  http://rab.adobeconnect.com/perfect_cna/ and Enter as a GUEST using your FIRST AND LAST NAME.

Audio: over computer or 800-244-2500, PIN 550122#
NOTE: AdobeConnect recommends using Internet Explorer. If you do not have Internet Explorer, Safari is the next best.   
SUPPORT                                                                                                                                              Contact Adobe Support at: 800-422-3623. International support numbers are available at http://www.adobe.com/support/connect/connecthostedsupport.html. To contact RAB, call 800-232-3131 or email member_response@rab.com.

FREE LBS Training!    

Are you using this FREE member benefit? KBA offers access to the LBS Weekly Sales Videos free to all members! Your station's whole sales team can have their own personal LBS accounts at no additional cost! If you need login information, simply contact the KBA and we will be glad to help you get started. Don't miss out on these wonderful trainings!

This Week's 3 Vide
os: Interview with a GSM, ROI, Sales Communication Series!
Interview with a GSM: In this session, former General Sales Manager, Sally Kohn, discusses how a seller should handle complaints about business decisions made by their station's management team, how many new accounts a seller should get each year, how managers expect their sellers to stay self-motivated, and how to manage your manager!
ROI: In this powerful session, Paul Weyland discusses the importance of managing the expectations of your customer's return on their advertising investment and then walks us through how to do it

Sales Communication Series!: In this series, David Topus explains the importance of effective sales communications and how it attracts, engages, and compels customers to do business with you.
In This Issue
This eCast is sponsored by  "Wedding Planning with Pem," a sweet fit for your advertisers.


This eCast is Sponsored by Broadcast and Communications Systems

Don't put off the re-pointing your stations SAT dish until the last minute.  Get it done now! Many dishes have been in service over several decades. Broadcast & Communications Systems has been serving broadcasters in our 8 state region since 1982!  With over 30 years experience-  Give us a call and get your station on our list. (270) 843-4222.
Mark Your Calendar for these 2017 Events!

KAPB Awards and Workshop
April 28-29
Lexington, KY

KBA Roadshow with Pat Bryson
June 19-23

KBA Roadshow with Pat Bryson
Madisonville, KY
June 19

KBA Roadshow with Pat Bryson
Frankfort, KY
June 23

KBA Annual Conference
October 8-10, 2017
Louisville, KY

KBA Board Meeting
July 20, 2017
eCast Distribution
Did you know you can add all team members at your station to the eCast distribution list?

Simply send a list of all email addresses that need to be added to kba@kba.org.
EAS Schedule
The next required
monthly test will be
May 17 at 10:37am 
and will originate from
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Has your station scheduled an ABIP Inspection this year?
This is now a FREE Member Benefit.
Call the KBA office (888) 843-5221 or click here for details.
This service could save you thousands of dollars in FCC fines.

Derron Steenbergen, KBA Chairman

Henry G. Lackey, President/CEO