“I keep trying to tell him how dumb his radio buy is, and he just won’t listen.” So said a television account executive as we prepared for a sales call with a window retailer. The owner was a long-time radio user, and my job was to convince him to start using TV and digital. The […]
Are you putting your long-term advertisers on autopilot? Some clients have learned to fight back. Not long ago I met with a very smart personal injury lawyer in the Southeast. He uses a lot of television, and has for more than a decade. He made it clear to us during our first meeting that he was not going […]
In 2004, Mount St. Helens began belching smoke. I was a radio salesperson at the time. One of my biggest clients was Beaverton Mitsubishi, owned by a guy named Joe Khorasani. Joe had a temper that could fairly be described as “volcanic”. Fortunately, Joe also had a good sense of humor. I decided to […]
Last month, after 22 years and millions of sandwiches, Chic-fil-A fired its agency. This came as a shock to many. The Richards Group introduced the “Eat Mor Chikin” cows in 1995. As AdAge reports, Chic-fil-A has become the top chicken chain in the United States, with $6 billion in annual sales. In spite of all that, […]
If you work in media sales, the advice you give should benefit your clients. But it will also benefit your employer, and you. A new study indicates that there’s a good reason to display your bias proudly. In my day job, television station sales departments present me to their clients as an outside advertising consultant. My business […]
