Apples, Oranges and Gasoline

Apples, Oranges and Gasoline

The main point I’m about to share with you is that not all advertising is the same and that’s good.

Also you need to understand the differences before you say yes to spending anything.

Apple, Oranges, and Gasoline.

At first glance the first two, Apples and Oranges have nothing in common with Gasoline.

However consider this:

Apples, Oranges and Gasoline are all fuels.

Yes, Gasoline is the most obvious fuel because that is what we pump into our cars, but Apples and Oranges are fuel for our bodies.  It is because our forefathers were able to fuel their bodies with food including fruit like Apples and Oranges that the science and technology was invented and created to produce Gasoline.

And now, Gasoline, and other petroleum based fuels are needed to transport the Apples and Oranges from their trees to our homes.

I bet you never thought about Apples, Oranges and Gasoline like this before.

Perhaps you are also wondering what Apples, Oranges and Gasoline have to do with advertising and marketing.

I just used them to create a word picture or two as we dig deeper.

Let’s pretend Apples and Oranges are two different radio stations with different formats.  The Apple station plays Country Music and the Orange station features News and Talk as their format.

The expectation of what you’re going to get when you bite into an apple is very different than a bite of orange.  One isn’t better than the other, they are just different.  Some people prefer one over the other and it may also depend on the person’s mood or time of day.

Same applies to radio stations.  I know some people who only listen to News and Talk radio during the week, but on the weekend, they crank up the music of their favorite station.

Just like their are differences in the chemical and nutritional composition of Apples and Oranges, there are also distinct differences between music based radio stations and news talk radio stations that you should know about before you purchase radio or any broadcast advertising.  It’s not just as simple as picking your favorite fruit.

What about that Gasoline?  In our story today, let’s equate Gasoline with Social Media.

Both Gasoline and Social Media can be very beneficial.  They can both be very dangerous.  The properties of Gasoline that powers our cars are the same properties that can be explosively dangerous.

Same with Social Media.  With the growth of platforms like Facebook, I’ve connected with dozens of people from my past along with made hundreds of new connections.  That’s the good side.  Social Media sites like Facebook have also fueled some terrible things and created divisions and ignited countless negative things too numerous to mention today.

Apples, Oranges and Gasoline can work together for good.  I’ve seen Social Media work in sync with News Talk and Music radio stations too.

My challenge to you as a business owner is what I said at the beginning, that not all advertising is the same so please work with someone that understands how to use each and how not to use each.

It’s more than the cost, it’s the purpose of what you want to accomplish.

I just looked up the cost of a gallon of Apple Juice, gallon of Orange Juice and a gallon of Gasoline and while Gas is still the cheapest of the three, you wouldn’t drink a glass of gasoline as a substitute for your morning O.J. right?

Need some guidance figuring all this out for your business? Contact me.

 

Advertising Extra’s

Advertising Extra’s

Regardless of the advertising vehicle you choose to use, you have a preconceived expectation about what your investment should yield. You refer to it as ROI, Return on Investment. 

When you invest money in advertising, depending upon what you are trying to accomplish, the results may vary.  If you are running a special event, you should expect that your advertising will drive potential customers towards your products or service immediately.  If you are running a Branding Campaign, the results are spread out over time and you may not see or feel the immediate impact.

However, businesses that advertise, especially on traditional intrusive media like TV, radio, and billboards will have a unique and distinct advantage over businesses that do not advertise, and it has nothing to do with customers calling or coming through your doors.  There are “Hidden Benefits” to advertising that are rarely taken into consideration when calculating your ROI.

Hidden Benefit #1 is Improved Closing Ratio. It’s much easier for your salespeople to sell a product that has created a pre-need awareness and preference.  If you were selling vacuum cleaners door to door or even online, would you rather try to sell a well-known brand like Hoover or a brand that no one has ever heard of?

Hidden Benefit #7 is Recruit Higher Quality People. The best quality people prefer and aspire to work for a business that they have heard of and trust and has created a well-known name through advertising.

Smart business owners understand the hidden benefits of advertising.  This, along with knowing your non-advertising competitors don’t have this advantage, can set you well on your way to owning your category.

If you would like to see all 9 Hidden Benefits of Traditional Mediaclick here.

And contact me directly if you need more customers or to hire more people.

The Scott Howard Genuine ScLoHo Media and Marketing Podcast

The Scott Howard Genuine ScLoHo Media and Marketing Podcast

This year marks the completion of 5 years of creating, hosting, recording and producing a weekly podcast and it seems like an appropriate time to introduce myself or reintroduce if we’ve been friends for awhile.  By the way, don’t worry when I say completion, I decided to use that word and not conclusion.  I’m not planning on stopping my weekly articles and podcast episodes, it’s just that we are entering year number 6 of the podcast.

First off, my background.  I grew up in Fort Wayne, Indiana and as a kid dreamed of doing all kinds of professions.  Astronaut and race car driver, gave way to television production by the time I was in middle school and then high school set the stage for radio.  When I was growing up, I listened to Bob Sievers in the morning on WOWO Radio to see if we had school delays.  Back in the 70’s over 70% of people in Northeast Indiana listened to WOWO in the morning.  Some to hear about the weather and school closings, others for farm news delivered by Bob and farm director Jay Gould on the Little Red Barn radio show on WOWO.  I also listened to Chris Roberts in the afternoon after school and Ron Gregory at night on WOWO as a young teenager and that was what planted the seed to be a radio personality.

WMEE was another Fort Wayne radio station that was influential as they played the Top 40 hits of the day.  WMEE was AM radio station at 1380 in the 70’s and WOWO was also on AM at 1190.  At the end of the 70’s WMEE moved to 97.3 FM where they have been ever since.

My high school, Concordia started an FM station when I was there and that was my first on-air experience.  After graduating I began a full time on-air career at WBAT in Marion, Indiana, followed by WIOU in Kokomo and then I ended up on WMEE for 3 years.  I returned to Kokomo, Indiana for about 3 years on the air and as Program Director at WZWZ until the station was sold.  I worked briefly on the air at WXIR in Indianapolis before moving my family to Detroit and WMUZ where I first ventured into the advertising and marketing side of the business.

I did some additional on-air work both part-time and full time at stations WMUZ, WBTU, WGL, WFWI and WAJI. In 2003 I entered the ad world in Fort Wayne, working for a group of 6 radio stations for more than 8 years and it was during that time I began blogging using the online name ScLoHo.

ScLoHo is a mashup of my first, middle and last names. Take the first two letters on Scott Louis Howard and it spells ScLoHo.  Many people have attempted to pronounce it without success.  Often they leave out some letters or add extra letters.  Not even Alexa knows how to pronounce ScLoHo.  

I had multiple ScLoHo blogs on the Google Blogger platform and my friend Kevin challenged me to create an online reputation under my birth name of Scott Howard so in 2011, when I was working fulltime in the webworld, I launched the first version of the Scott Howard dot me website using over 10,000 articles I had already published as the foundation.

Ever since around 2004 or 2005, I have published a minimum of one new article per week.  I used to do it daily and multiple times per day, that is how I ended up with over 10,000 articles in just 6 years.

15,000 articles and counting was what I was continuing to work on when I was approached in 2016 with a request to do a podcast.

More on the podcast in a moment, but first back to me and radio.  In 2013,  I was hired to join WOWO radio, not on the air, but as one of the Local Advertising Sales People.  Official job title was Account Executive and I added Marketing Consultant too it because that was what I did besides selling advertising schedules.  By 2019,  I grew to be the top local advertising account executive not just at WOWO but in our entire company at Federated Media which included a dozen radio stations and nearly 40 A.E.’s.

At the end of 2019 and beginning of 2020, before the pandemic hit, Federated Media had a couple of management changes.  My boss, Ben took over as the Federated Media Fort Wayne Vice-President and General Manager and I became to General Sales Manager for WOWO.  These were not “automatic” promotions due to longevity.  Both Ben and myself were promoted from within after our company conducted extensive nation wide searches to find the best leaders for management. Both Ben and myself are now in our 3rd year in our current positions with Federated Media.

Let’s go back to 2016.  Ben and another manager, Suzee were given the task of starting an advertising oriented podcast for Federated Media.  Podcasts were still an early adopter thing 6 years ago and Federated Media wanted to get in on the ground floor.

Ben and Suzee, were aware of my weekly articles I was writing about advertising and marketing on my website at Scott Howard dot me and they might have been aware that I had experience talking behind a microphone too, so they approached me to consider being the one to launch this podcast.  After a little bit of thought, prayer and negotiation, I said yes and by March of 2017 The Genuine ScLoHo Media and Marketing Podcast was launched as a weekly audio version of the articles I was writing and publishing.

While the written form of this is article 15,000 and something.  This is also episode 250 of the podcast.

Who chose the name of the podcast and why?  I did.  Because of my online identity as ScLoHo and the subject matter dealing with media and marketing, that’s why those words were selected.

Why is it the “Genuine” ScLoHo podcast?  As a way to clearly claim my work.  Several years ago when I was just publishing online under ScLoHo, I discovered someone was stealing my articles and republishing them on another website site without my permission.  I also voice my own podcast and identify myself as Scott Howard in each podcast episode. 

One change was made a few years ago with the advent of smart speakers.  I discovered that Alexa doesn’t know how to pronounce ScLoHo so I amended the name to Scott Howard’s Genuine ScLoHo Media and Marketing Podcast.  Now if you ask Alexa to play the Scott Howard Genuine Podcast, she usually knows where to find it.

Unlike the audio version of this article, nearly every weekly episode is less than 10 minutes.  Just long enough to give you an update without eating up too much of your time.

As we move forward this year, I’m going to revisit and update some of the topics I have covered in the past along with keeping you current on the latest trends and thinking to help you with your advertising and marketing as you run your businesses.

There are some Timeless Human Relationship Principles that should be applied to your marketing and advertising and that is where we will start again in some upcoming articles and episodes. 

“The 2022 Sales Lift-Off” January 13th

“The 2022 Sales Lift-Off” January 13th

 

Are you in the radio business? Join us for this very special national event that I’m honored to be a part of “The 2022 Sales Lift-Off” January 13th !

Join us live on the Clubhouse app next Thursday, January 13, 2022, @ 2 p.m. Eastern/11 a.m. Pacific for a revenue-focused, idea-rich sales event for sales managers, market managers, and local sellers.

Loyd Ford from Rainmaker Pathway Consulting Works and Alec Drake will host a sales panel to discuss revenue plans for Q1, recruiting your next salesperson, and actionable items to help you grow revenue in 2022.

OUR January 13th ROUNDTABLE

–> Chuck Wood – VP/GM of Delta Media Corp., a multi-media company comprised of seven television and nine radio stations in Broussard, Louisiana
–> Scott Howard – General Sales Manager at WOWO Radio/Federated Media, Ft. Wayne, Indiana

– Actionable sales ideas – Recruiting Strategies – Get Your 22 Momentum

OUR January 13th ROUNDTABLE


–> Chuck Wood – VP/GM of Delta Media Corp., a multi-media company comprised of seven television and nine radio stations in Broussard, Louisiana

–> Scott Howard –  General Sales Manager at WOWO Radio/Federated Media, Ft. Wayne, Indiana

– Actionable sales ideas – Recruiting Strategies – Get Your 22 Momentum

If you don’t have the app, go here: https://www.clubhouse.com/

Your Supplier Wants To Help Pay For Your Advertising

Your Supplier Wants To Help Pay For Your Advertising

All of your suppliers have a vested interest in your success, and most of them have access to extraordinary marketing funds and resources beyond traditional co-op to help you sell more of their products.

With the end of the year rapidly approaching, it’s your chance to make a “Last Dash for Cash”.  Don’t think it’s too late. Millions of co-op dollars go unused every year. The main reason is that seldom does anyone ask for these funds! If you don’t access those funds, you are literally throwing money away, or worse yet, your competitors will scoop those funds and use them against you.

In our How to Leverage Your Suppliers’ Marketing Muscle, tactic number one is “Tender your Next Ad Campaign”. Present a written proposal for submissions for marketing support from all of your suppliers outlining your proposed advertising schedule and investment, along with any special displays, promotions, demonstrations, or other exposure the winning bidder will receive.

Many business owners believe their hands are tied to rigid manufacturers’ restrictions if they use manufacturers’ co-op advertising funds, but seldom is this the case.  The “squeaky wheel” oftentimes gets the grease!

If you are an appliance dealer, for example, and you sell GE and Whirlpool, your GE representative has a vested interest in you featuring GE versus Whirlpool in your ad. If you make a presentation to GE outlining the kind of campaign you propose to use to sell more GE products without using the standard GE script or ad copy that the manufacturer supplies, it will generally be approved by their office because they don’t want your campaign to feature their competitor.

Still, other businesses opt not to leverage their suppliers’ marketing muscle because it takes time and effort. In today’s competitive environment you need to take advantage of every competitive edge you can.

It may be too late in the year to go through the process of preparing and presenting a full-blown marketing campaign, but it’s not too late to simply ASK.

The old saying, “Ask and ye shall receive” still works, especially at the end of the year when manufacturers have unspent funds.

Make a Last Dash for your Cash and Good Luck!

Click here to retrieve our FREE How to Leverage Your Suppliers’ Marketing Muscle.
 
 
For the past several years, I have been working with a wholesaler that has created additional coop funding with their largest supplier and it pays for 50% of the advertising they do on my radio station in the form of product credits.  It’s really a no-brainer for the dealers to do this.
 
Another company that I work with has me submit scripts and get a approval number which takes just a couple of days and they also get free money for their advertising on WOWO.
 
Contact me and we’ll help you see what you qualify for in coop funds for the year ahead.!