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

7 Considerations For Successful Advertising

7 Considerations For Successful Advertising

As I write this on February 13th, not quite 24 hours have passed since I watched Super Bowl 57 and yet the impact of that game is reverberating in my world.

I had no skin in the game, even though the thought crossed my mind to wager since it’s now legal, but I declined.

Many advertisers, both national and local wagered that the game would be a good place to advertise and they ponied up the funds to do so.  Despite my media and marketing credentials, I watched the game as a normal person, live and on the screen.  I am going to review the game that my YouTubeTV account recorded for me, but for now, I’m just like you.

There are very few ads that I recall as being outstanding.  I remember the Pepsi Zero ads, a couple of movie ads (but don’t recall the films they were promoting), and a T-Mobile ad.

Here’s why I remember them:

I’ve seen Pepsi Zero and Mountain Dew Zero at the store recently but decided not to buy, because I like my Diet Dew just fine.  The T-Mobile ad was for $50 home internet service and it’s because I’m already a T-Mobile customer for our phone service and I’ve checked out their internet service before.   None of the ads I saw prompted me to take action and it’s doubtful that any will in the future because, well like I said, none of the other ads are top of mind with me, less than 24 hours later.

Now I know there were other companies advertising, but some of the companies I had never heard of before and I don’t remember them now.  Even the ones that I liked, I don’t recall who they were for.

Oh wait a second, I just remembered one more for Dunkin Donuts.  They used Ben and Jennifer but gave me no reason to buy a donut or whatever they were promoting.

Super Bowl Advertising used to be considered the best place to buy advertising because of the tremendous number of viewers and the supposed impact it would have on your business or brand.

Not really, instead I’ll share with you 7 Considerations For Successful Advertising:

  1. Reach. How many people will your ad reach?  Not just anyone, but the people that are likely to be your customers.  The greater the reach, the more it will cost.
  2. Frequency. How many times will those people be exposed to your ad?  During the Super Bowl all the national ads played only once so they get a frequency score of one. Some brands aired more than one ad like the Pepsi Zero ads I saw, so they get a score of two.  The higher the frequency to potential customers, the better in most cases.
  3. Messaging. A co-worker of mine has been getting a barrage of emails from a local company that have no purpose.  He entered a contest this business has going on for several weeks and every day he gets an email from them, wishing him a nice day, or something like that but there are no offers or calls to actions.  Most people would delete, unsubscribe or report this as spam.  Your Messaging has to have a purpose.
  4. Trust.  Does your advertising build Trust in your company?  Or is it detracting from your brand and image?  If your advertising has to have a lot of legalese or fine print disclaimers, you are not building trust.
  5. The Environment. Not mother earth, the environment of where your advertisement is placed. The advertising media that you are using has it’s own brand and if your brand and theirs are not compatible, that’s not good at all.  I used to work for a group of radio stations that allowed ads for “Gentlemen’s Clubs” after 9pm at night.  Unless you are running a business that doesn’t mind being associated with that, then you better not advertise on that station.  Think about it this way.  Would you want your businesses physical location next to them?  If the answer is no, then consider the same concept for your advertising.
  6. Human Relationship Principles.  Do your ads mimic normal human relationships in their presentation?  Or are they annoying ads that make you want to tune out?  You can use humor, you can use music, you can even use a straight voice, but the very best ads are the one that flow the way our conversations do when we are talking with friends and family.
  7. Trustworthy Marketing Consultant.  The majority of advertising sales people are not trustworthy marketing consultants.  Many are simply salespeople who are limited in their capabilities.  This limitation is either because of their personality, their training, or both.

It doesn’t take a Super Bowl ad to make your business successful, it takes working with someone that can help you navigate and understand what I just mentioned and who has the competence to work with you to dig in and create what’s needed.  Contact me if you want help,  Scott at WOWO.com

Up and To the Right

Up and To the Right

My friend Ben uses the term Up and To The Right to describe the direction business should be going when you chart it out.

I’ve worked for Ben since 2013 and we worked together nearly 15 years ago too and Ben is a numbers guy.

Me, not so much, but it’s part of my work and it really doesn’t matter if you are a numbers person or not, if you are running a business, you need to know your numbers.

The Up and To The Right visual should be your growth, your income, your profits.  It might also be your expenses but as long as the income is ahead of the expenses, you are probably on the right track.

It’s become more challenging the past 3 years for a lot of folks, there is no denying everyone has been impacted directly or indirectly due to rising costs, supply shortages and staffing issues.

However, we are still here.

The world hasn’t collapse into total chaos, a black hole, or the return of the Messiah, at least not today.

So each of us move forward with the desire to have our numbers in the black and not the red.

Up and To The Right.

I’ve consulted with numerous companies over the past few decades and learned enough to be able to have an intelligent conversation on nearly any business topic or business operation issue.

However my area of expertise is in the marketing and advertising side, not the manufacturing side.  I am also really good at asking questions to help draw out answers and possibilities on those areas that I’m not an expert.

Advertising and marketing’s purpose is to sell stuff.  Create a demand, invite people to become your customers and take them thru the consumer journey or buying funnel, what ever you want to call that process that results in people giving you money for your stuff.

Most business people are amateurs at advertising and marketing.  That’s okay because they are professionals with their area of expertise.

Except when they are spending money and don’t know what they are doing.  If this describes you, try not to be offended.

Just in the past two decades, I’ve worked in both traditional and internet mediums.  Radio of course, but also print, websites, social media and a host of related methodologies to generate customers for clients.  Most of you reading this or listening to this podcast, are relatively clueless about all of this.

Your son-in-law knows how to “Facebook”.  Your buddy “has a guy” that once built websites and he’s really cheap.

The media salesperson tells you all the reasons why their audience is a “perfect match” and they offer you a boat load of free ads along with a few paid ads and you sign up and hope it works.

Please stop this insane method of spending money to get customers and talk to people who truly know what they are doing.

Also stop chasing the next big thing and fall into the trap of tossing all your money at the big shiny new digital platform.

The people you want to spend money with you are human beings, not machines.  Most advertising is annoying.

You need to buy the least annoying ads that are targeted to your potential customers using a platform that is trusted and respected.

For years, we’ve witnessed the growth of digital ad opportunities.  Many had double digit (in percentages) growth in users and so you may have flocked to those platforms.  I’m referring to:

Facebook, Instagram, Pinterest, Snapchat, Twitter, Google+, FourSquare, and the latest darling TikTok.  Those are just off the top of my head, there have been over a hundred others that were trying to become a social media giant to attract a big crowd of users that you could then advertise your business to.

But it’s not all it’s cracked up to be.

TikTok is being banned by numerous governments and government agencies over security concerns because of links to the Chinese government.  Twitter is in a state of disarray as Elon Musk continues to make changes.  Facebook had been getting heat from the government for years over their behaviors and algorithms.  Having worked full time in Social, I know how you are at their mercy when they make changes.

If you are using social media as your primary advertising vehicle, it’s time to add another method that has stability and potential customers so you can continue going Up and To The Right in 2023.

I’ve shared a couple of disasters that nearly wiped out some companies that I’ve worked with because they used Social Media as their primary lead source and then the rules changes.

The other method of inviting people to spend money with you is the place that I work.  Which may or may not be a good option for you. Since 2013, I have chosen to work for WOWO Radio in Fort Wayne.  It’s a News Talk radio station that is turning 99 year old this year.

I’ve worked for other stations but nowhere as long as I have WOWO.  There is something special about the attentiveness of a talk radio listener that can be beneficial to the businesses that advertise.  It’s different than a music station. I also have a Sports Talk radio station and music stations available that we can use to invite their listeners to become your customers if you are in the Fort Wayne Indiana area.

I can point to numerous antidotal stories and studies to reassure you that you should consider radio ads, like this one just release last year about furniture buyers.

But beyond the radio station, the key to your success is the person you talk to.  Are they an expert at selling advertising or at helping companies like yours keeping the numbers moving Up and To The Right?