KBA'S WEEKLY NEWSLETTER

JANUARY 21, 2021

RISING ABOVE SUMMIT IS NEXT WEEK!!!

FREE REGISTRATION FOR KBA MEMBERS

Not only will you get world class training during the Rising Above: A Virtual Sales & Management Media Summit, but on Thursday January 28th, BMI artists LOCASH and Patrick Woolam will be performing for those attending the virtual cocktail hour.

LOCASH is the country music duo made up of singer-songwriters Chris Lucas and Preston Brust; natives of Baltimore, Maryland, and Kokomo, Indiana, respectively. With two albums and eight charting singles to their credit.

In 2017, they earned their first round of awards show recognition, nominated at the ACM Awards for New Vocal Duo or Group of the Year, the CMT Music Awards for Duo Video of the Year (“I Know Somebody”), and the CMA Awards for Vocal Duo of the Year. The 2019 ACM Duo of the Year nominee released their latest album (and first with their new label BBR Music Group/BMG), Brothers on March 29, 2019. The follow up to their #1 GOLD-certified and CMT Music Award-nominated single "One Big Country Song," “Beers to Catch Up On” is out on Country radio now.

Patrick has been a fixture in the Kansas City music scene for the last 15 years, working with numerous bands. Patrick was invited to play and perform in Nashville, TN with country super star Keith Urban. He since has shared the stage and opened for many other signed country, blues and rock artists over the years such as Blues Traveler, Eric Church, Eddie Money and Hunter Hayes to name a few.

KBA MEMBERS REGISTER HERE

KBA TAKES OVER KENTUCKY ASSOCIATED PRESS BROADCAST AWARDS

At its first quarterly board meeting of the new year, KBA's Board of Directors voted unanimously yesterday to accept a proposal to absorb the Kentucky Associated Press Broadcast Awards. The awards will be rebranded and held separately from KBA's Excellence In Broadcasting Awards, held each year during the annual conference.

"We are excited to welcome in a new set of established awards and categories to further honor the impact that broadcast journalists make here in the Commonwealth", said Chris Winkle, KBA President & CEO. Winkle went on to say that these new award categories will not only honor professionals but also college students who aspire to become broadcast journalists.

The existing Kentucky Associated Press Awards Committee will facilitate the new awards and are making plans now for a virtual event this summer.

More details will be shared as they become available.

VIDEO STREAMING WORKSHOP ARCHIVED

If you missed yesterdays video streaming workshop presented by Switcher Studio, you may now watch the archived video above. The workshop will introduce you to the Switcher Studio video streaming platform, network requirements and suggested startup equipment. Switcher Studio has offered KBA members a 50% discount on any of their streaming plans for 3-months. That promo code is shared during the workshop.

The documents used during the workshop are available below for your convenience.

WORKSHOP PRESENTATION DOCS

KBA LAUNCHES NEW LOOK WEBSITE

KBA recently unveiled a new look and feel for the Association's website. The site continues to be updated with information and resources for you to access easily. The site also works in tandem with the new membership database. Members may login using the website for future access to member service opportunities. If you have any suggestions on how to improve the site, please email Chris Winkle at [email protected].

WE ARE HERE TO HELP WITH YOUR MEMBERSHIP RENEWAL

The membership renewal process continues at KBA. Your nominal membership dues entitle you to a wealth of valuable member services throughout the year, including the annual conference, RAB certifications, reimbursements, legal & engineering hotlines, Affinity X digital sales dashboard and so much more.

We will gladly complete the process for you on the telephone. Simply send me a quick email with a preferred call number and best time to call. Please be patient as we may be assisting other members.

Thanks so much!

Amber Rhodes

Director of Membership & Events

[email protected]

RENEW MY KBA MEMBERSHIP

SUPREME COURT HEARS MEDIA OWNERSHIP ARGUMENTS

Supreme Court Hears Media Ownership Arguments - Radio Ink

And now we wait. It took 17 years for the issue of media ownership to make its way to The Supreme Court, and, according to attorney Helgi Walker, representing the NAB, it was 17 years of litigation where the Third Circuit was distorting the...

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radioink.com

JEFF SCHMIDT'S SALES TIP OF THE WEEK

I'M JUST STOPPING BY...

RAB members ask some of the best questions! This week Matt emailed, asking about cold calling, and dropping in unannounced. He was looking for some tips and feedback on those very common practices in sales. Maybe the response to Matt will provide some help for you as well:

Hey Matt,

Thanks for your kind words. I’d love to share some thoughts on cold calling and dropping in while in the area unannounced.

I’m not a fan of the term “cold calling.” It sounds harsh, it implies that you are calling on someone you’ve never met, that you know very little about, and you are trying to get an appointment. That sounds like a recipe for disaster. You mentioned the words “dropping in” or unannounced. I think the words dropping in suggest to a client that we are just wandering around town looking for places to stop. The unannounced part is okay, but it’s more about your preparation for the call than whether you announced you were coming.

Business owners are busy. They don’t have time for people just dropping by. What they will make time for is people who are there for a specific reason and that reason is to help them. At the RAB we call this a valid business reason. It’s something about the BUSINESS not about you or your stations. For example, we just did a live presentation with JD Power & Associates about Automotive’s Road to Recovery. (Linked for the on-demand version) One of the pieces of information that I pulled from that session is that dealers normally have a 30, 60, 90-day supply of new cars. Today, due to the virus and manufacturing stopping, many dealers are on a 10-day turn. Meaning if a truck delivers new cars to their dealership, they are gone in 10 days. That’s driving prices up, that’s keeping inventory low, and causing profits to be at record paces.

If you were to “drop by” a dealer armed with that information, instead of saying “I dropped by today because I was in the area…” You would say something like: “I stopped by today specifically because I just attended a presentation with JD Power and Associates, and they said that dealers are on a 10-day turn of new inventory. That must cause you some sleepless nights not knowing if you’ll have inventory to meet demand. How are you handling that?” As an RAB member, you might also consider sharing the presentation (slides) with the dealer and getting her feedback on the just-released research. Talk about being unique from everyone else calling on that client - that will set you apart. You still just “dropped in” but you told the prospect you were stopping specifically because…. And you had some new information that would be of value to them.

Words matter. The term cold calling implies randomness and lack of preparation. The same with dropping in while in the area. Whether you have an appointment or not, or whether you’ve met them or not, we encourage that you have a valid business reason. Replace “I was in the area and I just stopped by” with, “I stopped in specifically today because…”. Stopped in specifically means you were intentional, even though you didn’t have an appointment. It also means you must have a purpose and a plan for making the stop in the first place. Which of course means you had to do some preparation before making the stop.

Jeff Schmidt is the SVP of Professional Development at the Radio Advertising Bureau. You can also connect with him by email [email protected] or on Twitter and LinkedIn.

NEWSLETTER QUICK NOTES...

JUSTICE DEPARTMENT NOT TAKING ACTION ON ASCAP AND BMI CONSENT DECREES

In response to the Department of Justice's decision to take no action on the consent decrees governing the performance royalty organizations ASCAP and BMI, the following statement can be attributed to NAB President and CEO Gordon Smith:

"NAB is very pleased that the Department of Justice will not move to make changes to the ASCAP and BMI consent decrees. We appreciate the willingness of DOJ to have an open mind and to conduct a comprehensive review of all of the possible issues raised by stakeholders concerning modifying or eliminating the decrees. DOJ's decision not to take action will ensure that ASCAP and BMI continue to fairly and efficiently license musical works in a manner that is pro-competitive. Broadcasters look forward to continuing to work with the performance rights organizations for the mutual benefit of songwriters, music licensees and listeners.”

RESOLUTION HONORING JOURNALISTS FOLLOWING CAPITOL RIOTS

Congresswoman Cheri Bustos (IL-17) led 42 House Members in introducing a resolution to honor the journalists and news staff who risked personal injury and threats of violence in order to continue reporting from the Capitol during the January 6th insurrection. Click here to read more.