Don't Forget Mom this weekend! 
May 12, 2017
Kristin Cantrell Featured in Small Market Radio Newsletter!
Congratulations to Kristin Cantrell, featured in the May 4, 2017 edition of the Small Market Radio Newsletter. Kristin's vast history and knowledge of the field started as a young child working side by side with her father traveling to remotes and doing voice over spots. Kristin also serves on the KBA Board of Directors. In addition to owning and operating over 31 stations, she is very active in her community. In July, she will take the helm as the incoming President of the Rotary Club. In 2018, she will be President of the local Chamber of Commerce.

Look for a copy of the article on kba.org later today!

KBA Awards 14 Scholarships

The Kentucky Broadcasters Association (KBA) Scholarship Fund is a post-secondary partial scholarship grant program for children of employees of Kentucky radio and television stations.  In 2017, the KBA awarded 14 scholarship grants of $1500 to each of these qualified sons and daughters listed below.  The grants will be used to assist the students in the payment of tuition, fees, book, and room and board.

An independent committee affiliated with the Association of Independent Kentucky Colleges and Universities reviewed applications for the scholarship program for these high school seniors whose parents are employees of KBA member stations. 

Congratulations!

The recipients are:
  • Lauren Deboor
    • Daughter of Gormon Collins, Q95 FM, Prestonsburg
  • Courtney Cockrell
    • Daughter of Vanessa Cockrell, WTVQ-TV, Lexington
  • Brookellen Tharp
    • Daughter of Cale Tharp, 94.3 the Wulf, Elizabethtown
  • John Combs
    • Son of Craig Combs, WTVQ-TV, Lexington
  • Samantha Sears
    • Daughter of James Sears, WAVE-TV, Louisville
  • Eleanor Tarter
    • Daughter of Mike Tarter, WYKY/WLTO, Somerset
  • Amy Heflin
    • Daughter of John Heflin, KET, Lexington
  • Tabitha Croft
    • Daughter of John Croft, WTVQ-TV, Lexington
  • Hope LeMaster
    • Daughter of Terri Lemaster, iHeartMedia, Lexington
  • Zachary McCrary
    • Son of Christina Blake, WKYQ, Paducah
  • Andrew Schank
    • Son of Kristi Schank, WAVE-TV, Louisville
  • Hannah Fitzpatrick
    • Daughter of Jill Fitzpatrick, KET, Lexington
  • Brock Glaser
    • Son of Sarah Glaser, WFIE-TV, Evansville, IN
  • Daisy Green
    • Daughter of Randall Green, WLEX-TV, Lexington

John Combs, son of Craig Combs, Account Executive at WTVQ-TV Lexington, is pictured receiving his $1,500 scholarship from WTVQ-TV General Manager Chris Aldridge. John will be attending the University of Cincinnati's College Conservatory of Music where he will be pursuing a Masters of Fine Arts in Music Theory.

We will feature more photos of our recipients as they arrive. Stay Tuned!

KBA Travels

Henry Lackey, President and CEO of the KBA is on the road again. On Thursday, May 4, 2017 he paid a visit to WSON in Henderson, Kentucky. Next week, Henry will once again be traveling to the western part of the state meeting with  WPSD in Paducah, KFVS in Cape Girardeau, MO, Freeland Broadcasting, Heartland Media and WFIE-TV in Evansville, Indiana. So stay tuned for his latest and greatest travels across the Commonwealth.
Pictured L to R: Mary June Goodley, Sales and Darlene Hawkins, General Manager

Steve Tow, Morning Announcer
Bill Stevens, News Director for over 30 years 
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.  The training roadshow will be coming to Paducah, Madisonville,  Elizabethtown,  Somerset, Prestonsburg, Morehead , Pikeville and Frankfort, KY.  Deadline to register is June 12, 2017. Your station, must be an active KBA member to participate.



Reminder Notices were mailed out May 8th! If you did not receive your notice, please contact the KBA immediately!
 
Reminder notices were mailed out May 8th. It is important to remember that if you are submitting for any reimbursements or attending any KBA sanctioned events that you are in active status as a 2017 KBA member in order to receive the benefit. This includes applications for both high school and Harry Barfield Scholarships, attending KBA Training Roadshows, KBA Conference and many more! The final cutoff for membership dues payments will be May 19, 2017. After that time, your member benefits will expire.

KBA encourages your owners and GMs to continue membership.
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.

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 

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)
OR
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.

RAB WEBINAR CONNECTION DETAILS

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: GSM Interview, Strategic Selling, Sales 101!
 
GSM Interview: In this session, former General Sales Manager, Sally Kohn, discusses how she gets reps out the door and into the field, managing advertisers that are preempted for political ads, and how a rep can prepare and manage advertisers!
 
Strategic Selling: In this segment, we join LBS advertising guru Ron Steiner during a session on strategic selling. In this edited version, he explains four different approaches to selling air time to local businesses depending on their perception of how their business is doing.

Sales 101!: In this series, Paul Weyland draws on his years of broadcast sales experience to address the core skills and information every new sales hire needs to have
In This Issue
This eCast is sponsored by  "Wedding Planning with Pem," a sweet fit for your advertisers.

www.WeddingPlanningwithPem.com

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!


KBA Roadshow with Pat Bryson
June 19-23

KBA Roadshow with Pat Bryson
Paducah, KY
June 19

KBA Roadshow with Pat Bryson
Madisonville, KY
June 19

KBA Roadshow with Pat Bryson
Elizabethtown, KY
June 20

KBA Roadshow with Pat Bryson
Somerset, KY
June 20

KBA Roadshow with Pat Bryson
Prestonsburg, KY
June 21

KBA Roadshow with Pat Bryson
Morehead, KY
June 21

KBA Roadshow with Pat Bryson
Pikeville, KY
June 22

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
EOC. 
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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