Bigger and Better WOWO

Bigger and Better WOWO

For the past couple of weeks, my primary radio station, WOWO, has been teasing our listeners about something coming that would make WOWO Bigger and Better.

Today, in the 7am hour WOWO Afternoon host Pat Miller joined Kayla Blakeslee, our host of Fort Wayne’s Morning News to reveal what the BIG deal was that we’ve been talking about on air and online.

(At least I hope they did, because I’m writing this article and recording the podcast a few days before.)

The BIG reveal is that WOWO is adding another way to listen to us.

Now Listeners in Fort Wayne, Indiana can listen to WOWO at 92.3 FM too.

Here’s the details and backstory:

For all of my lifetime (and before) WOWO has been on 1190 AM.  When the station first debuted 98 years ago it was on another AM frequency and moved around until 1941, so 1190 WOWO has been “The Place To Go When You Need To Know” for 82 years.

WOWO has also been a full time news talk radio station since 1996, but when I was a teenager in the 70’s WOWO was what they called a full-service radio station that played music along with having a full-time news department too.

WOWO had the distinction of being one of a hand full of Clear Channel AM radio stations in 1954 with the maximum power of 50,000 watts, That continued until the mid 1990’s when WOWO was purchased by Inner City Broadcasting whose intent was to buy WOWO and turn it off.  Why?  Because Inner City Broadcasting also owned a radio station in New York that was broadcasting on 1190 AM, but was required to sign off the air every night because of the Clear Channel license that WOWO had enabled WOWO to be the only station broadcasting east of the Mississippi River at 1190 AM at night.

Fortunately Federated Media stepped in and saved WOWO.  Federated Media owned two other stations in Fort Wayne and around the midwest and negotiated a deal.  The result was Inner City Broadcasting got to go full-time with their New York station on 1190 AM and WOWO would reduce their night time signal to 9800 watts, retaining the 50,000 watts during the day.

1190 WOWO is not going anywhere with this BIG announcement.

Now, why was the addition of 92.3 FM a BIG announcement?

It was a play on words.

Ever since 2016, Federated Media has been playing a Classic Hits Music format on 92.3 FM.  It’s Moniker was BIG 92.3.

Now WOWO has been on FM before.  If you review the History of WOWO website like I did, you’ll see that there was a WOWO FM briefly in 1955 and again in 1985 for a number of years.  When I joined WOWO in 2013 WOWO’s FM signal was 92.3.

Let’s go down the rabbit hole of 92.3 FM.  WFWI was originally put on the air at 92.3 FM in the mid 1990’s by Russ Oasis.  I happened to work on the air for Russ Oasis for a year, starting out doing afternoons on Music 92 and then we flipped formats to an all 70’s music station as the first version of 92.3 The Fort where I did mornings.  Eventually Federated Media bought 92.3 The Fort and for years it was the Fort Wayne home of the Bob and Tom Show in the morning and then Classic Rock the rest of the day and night.

According to my sources, 2012 was the year that 92.3 The Fort went away and that FM signal was given to WOWO.  However I recall going to breakfast meeting where it was announced that Federated Media was going to put music back on 92.3 FM in 2016.  That’s when BIG 92.3 FM launched.

When BIG 92.3 took over WOWO’s home on the FM dial, they also launched another FM home for WOWO, 107.5 FM along with 97.3 HD2 FM.  Forgive me for going all technical for a moment.

The Federal Communications Commission, which is the licensing and regulatory body of the Federal government created subchannels for FM radio stations that had High Def capabilities. So WOWO has been available on the HD2 channel of our sister station WMEE at 97.3 FM.   However HD subchannels are only available to you if you have a special HD radio, or if your car has an HD radio.

The F.C.C. also created another class of FM, Low Power.  Federated Media got licenses for our two Fort Wayne AM stations to also broadcast on FM using this technology whose only limitation was signal strength and thus coverage area.  107.5 FM has been WOWO’s FM signal but it’s only 75 watts and that limits the range.

92.3 FM is nearly 2500 watts which is full power and covers our the entire Fort Wayne Metro Area of 6 counties and beyond.

For now WOWO will continue to be heard on 107.5 FM but not very long, it’s not needed with the more powerful, BIGer 92.3 FM Signal.

That’s the BIG news for WOWO and let me wrap this up with a couple of answers to questions I’ve been asked:

  1. Why did WOWO leave 92.3 before?  It was a counter-programming move by our company.  Ever since they dropped the Classic Rock format of 92.3 The Fort, the two local stations that played classics had all those listeners.  We wanted to offer Fort Wayne area music listeners another choice and we did by also offering the Two Minute Promise.  During regular programming BIG 92.3 commercial breaks were only two minutes or less.
  2. Was BIG 92.3 successful? Yes and no. Yes, it made an impact on the radio landscape as it gained a lot of listeners, over 32,000 according to the last rating period. That weakened the other two classic music stations listener bases.  But No too. Because as a business, BIG 92.3 was never profitable.  It was the one division of our six Fort Wayne radio stations that wasn’t making money.  Every year since I’ve been in management, the question was do we keep BIG 92.3 or replace it. And every year it was keep BIG until now.  Music licensing fees have been increasing and even though there are no live radio personalities on BIG anymore, we still were paying one of our people to program 168 hours of music every week.
  3. I heard that some car companies like Ford are going to stop offering AM in their vehicles…  and 4. What happened to WOWO on 1190 AM? We live (80 miles away) and can’t hear WOWO anymore?  The answer to these two questions are circumstantial and coincidental.  With the government mandate to move to Electric Vehicles there are some car companies that decided that they were not going to offer AM in EV’s because it requires extra expense to create shielding to prevent interference, or at least that’s their story. Meanwhile the National Association of Broadcasters is lobbying Congress to create a law mandating the AM radio continues to be included in new vehicles.  And regarding the WOWO 1190 AM signal… a few weeks ago, our engineers had to make repairs and improvements to the WOWO towers and power had to be reduced from the 50,000 watts for what was originally going to be a few hours at night and over a weekend.  Unfortunately, once they were up there, they discovered more had to be done and that included ordering parts way beyond the original plans.   As I was writing this today, I received an email saying that WOWO will be back to our full 50,000 watts on 1190 AM by Monday morning too.

While I’m at it, let me leave you with a few applications:

  • First of all, carefully consider all the areas of your business and evaluate their value.  Long term and Short Term.  That’s what Federated Media did with 92.3 FM.
  • Do this evaluation more than once.  We did it every few months and made changes along the way.
  • Not all decisions should be based solely on money.  However there is a cost to the actions you take or don’t take too.
  • Keep looking forward and plan for the potential possibilities.  Even if some of the futurists and forecasters are wrong, it’s better to be prepared for if they are right than try and play catch-up. 
Google is the Wrong Answer

Google is the Wrong Answer

I was in a meeting with a business owner this month and as we were doing our usual “Discovery” meeting, one of the questions that was asked was:

Where are your current customers coming from?

He answered, “Google”

Bzzzzzz.  Wrong answer.

Well, perhaps it was really the wrong question.

Google for advertising veterans is the new Yellow Pages.   

For those under the age of 45, before Google was launched last century in 1998 and became the top search engine about 5 years later, consumers would use the Yellow Pages section of a phone book to get the phone number to a business they wanted to call or visit.

Yellow Page ad salespeople trained their business customers to ask new people calling, “How did you get our number?” and a sizeable percent of the answers were the phone book.

I mean it made sense, the phone book is where I got the number, so technically the answer was correct.  This is how the Yellow Page ad salespeople sold ads, by “proving their worth” and getting the business owner to buy a bigger ad each year.  

In the old days of the phone book or today of Google and smart phones, the answer to the question is predictable.  If I’m in front of my laptop, I’ll Google it.  Otherwise, I’ll ask my phone, because I can search with my voice.  Siri, Alexa, and Hey Google are all similar current replacements for the both the phone book and laptop versions of Google.

Here’s why that’s the wrong question to ask if you are attempting to decide where your customers are coming from or where to invest your advertising dollars.

Google is the last step in a long series of steps that your new customer made to connect with you.  We call it the Zero Moment of Truth.  

All they need is the phone number, or if I’m searching from my phone, I don’t even need the actual number, I can call without even knowing the number.

The question you want to know is what are all the other influencing factors that prompted your customer to Google you?  Was it word of mouth from a friend?  Was it a 10 second video ad they had to watch before YouTube played a cat video?  Was it the radio ad, the endorsement from the podcast host?  The highway road sign they drive by daily or even the Pay Per Click Ad they saw when researching the kind of stuff you sell?

That’s what you should measure, and make it multiple choice because odds are it’s a combination of multiple influences that were the steps that lead to that final step of connecting with you because they Googled you.

Google is not the answer to your business success, it’s just the final step that connected them to you.

The Purpose of Your Advertising

The Purpose of Your Advertising

The Purpose of Advertising is to let others know about you, your stuff, or your brand in such a manner that it has an impact.

And before I go any further, the other distinction that Advertising has over other forms of communication is that you pay for it.  It’s not free.

Back to my first statement:

The Purpose of Advertising is to let others know about you, your stuff, or your brand in such a manner that it has an impact.

That word Impact.  What does that mean?

Well my friend, that depends on you.

For most advertising, the impact will not be recognized until sometime in the future.

Only a fraction of a percent of the people who hear or see your ad will respond in the moment and buy what you are offering to sell.

The impact however is not wasted just because the results are not instant.

When we are exposed to advertising messages, they are creating a neurological impact on us.

The ads are creating a preference for what they are advertising for and the more you and I are exposed to an ad or series of ads, the stronger that preference will be.

I’ll give you an example from 22 years ago, when I was not working in the advertising or media world.

My wife and I bought our first house together and decided we wanted central air since the house only had old fashioned window units.  I got quotes from two competing companies that were top of mind because of the advertising and marketing they had done over the years.  Never before was I in the market for central air conditioning and yet here I was calling up two companies that were Top Of Mind for me.  One of them got thousands of dollars that year, and a dozen years later the other company got a few thousand dollars of my money when we bought another home.

Think about it for a moment.  If you are watching a show and see an ad for something, nearly none of us are going to stop what we are doing and go buy what we just saw at that moment are we?

Sometimes, and I mean sometimes, not often, the message in the ad is something that can be acted on right away.  We had our local Home and Garden Show at the Coliseum recently and during the show, some advertisers were inviting listeners to visit their booth to win something.. The results were that a few of the people who heard the ads responded and told us so, but those were listeners who were planning on coming to the event anyway and we just enticed them to visit a specific business’s booth while they were there.

The Purpose of Advertising is to let others know about you, your stuff, or your brand in such a manner that it has an Impact. 

And that Impact will depend on what you are wanting to accomplish.

Contact me for more information.  Scott@WOWO.com.

 

Where’s The Money in 2023?

Where’s The Money in 2023?

Depending on where you get your news and information, you’ve probably heard a lot of Gloom and Doom stories about the economy.

Some say we’re in a recession, others say “no, not yet, don’t label it with the R word.”

Some blame the President, others blame the previous President, some say Covid, others say… well whatever, it doesn’t really matter.

For those of you who age 35 or younger, your adult lives were relatively stable until 3 years ago, economically speaking.

By 2010, a mere 13 years ago, the U.S. economy was in a growth mode that lasted 10 years. Inflation was down, unemployment was disappearing, stock prices were on the upswing and overall, except for the political bickering, we really didn’t that much to worry about.

Sure, there was and is talk about climate change, human rights, making sure everyone was being treated fairly without bias due to gender, skin color, race, or anything else that needs improvement.

But for today, I’m talking about money and the health of our economy in the United States.

Generally speaking, as a group, we were doing well.

But the impact of Covid related decisions has thrown us into a bit of turmoil and confusion.  Shutting down businesses, toilet paper shortages, overwhelmed health care operations.  Followed by disruptions in the supply chain for essentials besides toilet paper and eventually rising prices has had an impact on most people.

Those of you under the age of 35 haven’t seen this before and that can create fear of the unknown.

Those of us who are old enough to be your parents, have lived through challenges similar to this and I’m here to attempt to reassure you.

I turned 63 on my last birthday and am at the tail end of the baby boomer generation.  When I was a teenager, Jimmy Carter was the President.  We had just survived the Watergate years with the resignation of Richard Nixon.  Gasoline rationing was going on because we didn’t have enough.  Our country recovered and grew in the 1980’s.

The next big crisis I recall off the top of my head would have been September 11th, 2001.  The world stopped as all air flight was grounded and we had no idea what to expect.  We made adjustments and continued until the housing market took a tumble in 2008 and again, gloom and doom was the mood.

2008 was the year that a widely unknown candidate for the Presidency of the United States went all the way to the White House on a message of Hope & Change. It was during the Obama years that those of you that are 35 or younger first started becoming aware of money and what things cost.

On my team at Federated Media, the youngest is turning 26.  She is the first year of Gen Z.  I also have three Gen X and two Boomers. The life experiences color each of their perspectives and outlooks on life today and in the future.  But each is different too due to factors not related to age.

The original question of this piece is not about attitudes but reality.

The reality of who’s got the money to spend in 2023.

As a generation, the biggest chunk is still with the Baby Boomers, followed by Gen X and then Millennials.

In advertising, there used to be an ideal age demographic that was initially 18 to 34 year olds for a number of years and then shifted to 25-54 year olds.

Nearly all the advertising was targeted to people in this demographic and the question to ask is why?

Baby Boomers were the largest generation ever, spanning the years 1946 to 64 for their birthdays and by the 1980’s most of them were between ages 18-34.

As Boomers aged and started families, the desired demo shifted to the 25-54 year olds and sort of stuck there.

Problem is the youngest of the Boomers are turning 59 this year and have fallen out of favor due to their age for the advertising community.

The exception seems to be all the medical and retirement advertising.

But believe me, the people who have the money to support your business still are the Baby Boomers with over 50% of the wealth and Gen X with nearly 30% according to several studies including MarketingCharts.com.

Marketers like to focus on youth, whether that’s Millennials or Gen Z, but Baby Boomers are the big spenders. A MarketingCharts review of the latest data published by the Federal Reserve confirms that Baby Boomers hold the largest share of US household wealth. However, Gen Xers, and to some extent Millennials, are seeing their wealth climb.

As the General Sales Manager of 4 radio stations in Fort Wayne, Indiana that target our programming to reach people with money to spend, even now, I can help you by connecting our listeners to you and your business so you can convert them to become your customers in 2023.   Email me for information:  Scott@WOWO.com

ScLoHo Changes

ScLoHo Changes

UPDATE on 2/28/2023:

Despite what I wrote and my intentions a few months ago when I wrote this piece, I am going to be updating more than once a month.  Maybe weekly again.  We shall see.  There’s just too much on my mind not to share with you.  Last night I felt the urge and wrote and published this: https://www.scotthoward.me/wheres-the-money-in-2023/

Now here’s the original article:

This article and the audio version which is podcast episode # 286 is to announce some changes. The short version is I am going to reduce the number of articles I publish and podcasts I record.

This is due to a change in focus in my life and changes in the world around us.

Right now there are 1570 articles that I wrote and published on this website and most of them over the past 5 and half years have been captured in audio form as the Genuine ScLoHo Media and Marketing Podcast.  When I began writing and publishing the articles, over 15 years ago it was the beginning days of blogging and I actually had multiple blogs.  Some were updated weekly, others 3 or 4 times a day.  This was not a full-time gig, it was a side hustle, but not quite.

Side hustles are usually designed to make money.  Writing and blogging never had a direct connection to making money for me.  This was a passionate hobby.  If I was an artist, I would have been creating dozens and dozens of pieces each week, but as someone who has spent a considerable amount of my life in the media and marketing world, writing about it has been my creative outlet.

For awhile, there were just a few of us in Fort Wayne, Indiana that were blogging consistently and then I realized I was the only one of those that started out around 15+ years ago.  Long time acquittance and friend Anthony Juliano started shortly after he joined the Asher Advertising Agency where he’s been for 18 years and his focus has changed and sharpened over the years.  Most everyone I know with a few exceptions have stopped.

First off, I’m not stopping.  I am however going to change the frequency.  My intention is to do a monthly article and podcast update instead of weekly.

Two reasons:

Time is primary for me.  In 2020, my position with Federated Media changed from being a member of the WOWO radio advertising sales team, to becoming the General Sales Manager of that team.  It has taken close to three years for me to minimize my selling role on our team. In 2020, despite my being in management, I was still the number 2 salesperson for WOWO.  In 2021, I was either #2 or #3 every month.  My goal for 2022 was to reduce my selling time even more, to next to none, and with some staffing changes the past few weeks, that looks very possible.

The beginning of October however saw some additional organizational changes start to occur and for at least an interim basis,  I am also managing 3 more stations along with WOWO for the rest on this year.  The time I need to devote to the sales teams and the individuals that make up these teams is more important than ever.

Years ago, when I was with another group of radio stations and was promoted to a General Sales Manager position, I asked my boss, which was more important, my own sales or the sales of the people on my team.  He took the easy answer and said both.  I decided that it was more important to be able to multiple my time than add.  8 plus 2 = 10.  8 x 2 = 16.

What that meant to me is instead of adding two more hours to my day, it was a better investment of time to teach, train, coach and mentor others to be their best.  That’s the multiplying principle.

Something else I’ve learned from a guy I just heard of this year, Mike Weinberg, is that that Sales Managers and Sales People should employ different skills and talents.  Sometimes they are opposites in those two positions.  Our companies outside sales consultancy has different online talent assessments that potential candidates take for different positions.  Some do well in Sales but are not so great in Sales Management.  Honestly, less than half the people we have taking any of our online talent assessments score high enough to be considered for employment.

Here’s why we put so much value in those talent assessments…

Talent is like your height, skill is like your weight.  Once we become adults, we stop growing taller.  Our core talents are what they are.  What we do have control over, all of our life, is our weight. Like skills, we can grow and develop over time with the right development.

So I said Time is one reason for my changing the frequency to monthly instead of weekly updates.

Reason number 2 is accessibility of information. You and I have access to more information that ever before.  You don’t know the answer to something?  Ask your phone!

If you want to know what I think about something, there are two ways to find out.  My website has a search feature powered by Google.  Having published so many articles on the subject of media and marketing over the years, you’ll likely discover I already answered your question.   Also you can reach out to me directly.  I don’t hide.  My personal email is Scott@ScLoHo.net and you can also find my phone number for phone calls and texts at my website too.  You can direct message me on the socials too.  I’ve been on Twitter since October 2008 and am on Facebook, Instagram and LinkedIn too.

Thanks for your time today, my next update will be in November

 

3 Fundamental Questions To Ask Before You Advertise

3 Fundamental Questions To Ask Before You Advertise

There are 3 Fundamental Questions You Need To Ask Before You Advertise.

I’ll tell you what they are and also go a little deeper.

Question 1:

Who Do You Want to Invite to Spend Money with You?

Question 2:

Why Should Those People Spend Money with You?

Question 3:

What is the Math Needed to be Profitable?

Now, let’s dig in starting with the first question, Who Do You Want to Invite to Spend Money with You?

I want you to think about basic demographics such as age and gender but also deeper than that. Income, lifestyle, values.  Once you develop what we call a persona or two or three of your ideal customers, you will be able to decide where to advertise.  Most advertising choices have a particular audience and you want to find the audience that matches your ideal customer.

As I tell my advertising sales team at WOWO Radio where I am the General Sales Manager, it’s our job to find business that want our radio audience to become their customers.  It’s that simple on our end, and reverse it for you as a business owner and you’ll be able to decide where to advertise, or at least where NOT to advertise.

Let’s move on to the second question and dig in. Why Should Those People Spend Money with You?

This should be an easy question to answer and on the surface it is.  You can say, because we make really good  ___________. That is just the start.  Because, you are not the only one offering what you are selling.  Before Apple introduced iPhones, we had cellphones.  Many were what we now call dumb-phones, with the ability to text and talk and take a low quality picture.  Some people, those who were more advanced had a Blackberry phone, which were nicknamed Crackberries because it seemed like people were addicted to those phones.

I’ve never owned a Blackberry or an iPhone.  I went from slider and flip phones to a Samsung Android Smartphone when I joined a tech company back in 2011.  Now, it seems like everyone has either an iPhone or Android, and my old Nokia 6170 and Motorola Razr sit in the back of my desk drawer just waiting to be tossed out a dozen years later.

The Why You Question is so important, yet so overlooked.  It is the reason that people will switch from what they have been doing or using and try you instead.

The reality is that not everyone that knows about you will abandon their current provider right now, if they don’t have a reason.  The reason for someone to switch is a combination of what makes you appealing and a dissatisfaction with the status quo.  This is a topic I can do a whole series on in the future, but for today, let’s keep moving.

Question 3 is about Math.  Math involving money and customers.  How much do you need to sell to break even?  Take a step back… How much should you price your goods and services so you will break even?  You need to know these numbers because you need to know how to make money.  Yes I mentioned break even, but that’s because you need a baseline number.  You can then increase your prices on paper to set up a decent profit margin.  Then you need to also come up with alternative formulas to get to the end result.

Here’s an example using small numbers.  If you need $100 to break even, there are a few ways to do that.  You could sell 50 items at 2 dollars each.  Or you could sell 2 items at $50 each.  Or you could sell 10 items at $10 each.  All of these options add up to $100.

In retail, it is common to double the wholesale price to get a retail price and make money.  Take those formula’s we just talked about and and double the dollars so now you’re bringing in $200 instead of $100.  You have to know your numbers.  This gives you a foundation for when inflation hits and your costs climb, you can raise your prices appropriately.

It’s also important to know your numbers for advertising.  Many advertising and marketing sales people are afraid to talk about Return On Investment but my team isn’t.  We want to know that they money you invest with an ad campaign with us has reasonable goals and we can use those goals along with your tracking the results to decide the success rate and make appropriate moves in the future.

One more time, here are 3 Fundamental Questions To Ask Before You Advertise:

Question 1:

Who Do You Want to Invite to Spend Money with You?

Question 2:

Why Should Those People Spend Money with You?

Questions 3:

What is the Math Needed to be Profitable?

Reach out to me for help and guidance.