SEPTEMBER 22, 2022

Sunday, September 25th:

5PM - Welcome Reception 

• featuring Owensboro's Moonlite Bar-B-Q and entertainment by Three On A String

Monday, September 26th:

8AM - Conference Kickoff with Dawnna St. Louis

9AM - Professional Development Breakout Sessions 

• Sales Essentials Workshop = Jeff Schmidt
• Management = Bruce Tulgan & Dawnna St. Louis
• On Air & Programming = Mike McVay & Dave Denes
• Legal = Dawn Sciarrino

AN EVENING OF BROADCAST EXCELLENCE

• 5PM - Awards Cocktail Hour
• 6PM - Awards Dinner & Presentation
• 9PM - Concert featuring The Kentucky Headhunters

Tuesday, September 27th:

9AM - Professional Development Breakout Sessions

• Selling Digital = Jeff Schmidt
• Auto Dashboard = Steve Newberry
• Engineering = Sam Matheny

12PM - Closing Keynote featuring racing legend Dale Earnhardt, Jr.

*all times are central

Today marks the first annual BFOA TV Giving Day, a day for all people in the television broadcasting community to come together with one common goal – to support those in need of financial assistance due to critical illness, accident, or natural disaster. The Broadcasters Foundation is the only charity devoted exclusively to helping TV and radio professionals in dire circumstances. Nobody believes they will ever need our support, until they do. And we need your support today so we can continue to provide a safety net when misfortunate hits the hard-working people in TV broadcasting. Please take a moment to donate to the Broadcasters Foundation of America and spread the word so colleagues can learn more about how the foundation provides support to those in need.

Tis the season for annual sun outages.  Outages will occur across the country between October 2, 2022 and October 14, 2022. Timing of these sun fades depends on geographic location.  Most satellite receivers are equipped with capability to air a backup streaming feed in the event of carrier loss.

Sally Kohn brings us some promotional ideas that we can use around the themes of Halloween and Thanksgiving. These ideas will get you thinking beyond the normal retail targets that initially come to mind for these holidays!

A few short weeks ago the studios of WKCB were completely destroyed by flood waters in Eastern Kentucky.  This week WKCB unveiled their new studio location (shown above). While there is still plenty to do on the inside to be on-air ready, the outside graphics are a welcomed sign of hope for the community.

Imagine how different your prospecting calls would be this week if you knew that you had $5,000 in your pocket that you were going to give to one of your prospects to spend on advertising.  Seems like a no-brainer, right?  Who wouldn’t want to see you if you had money to give them?

Stop imagining….

Co-op advertising is the free money you are looking for.  Each year there are over 7 BILLION dollars available in co-op advertising funds for local retailers, and sadly, every year about 3 BILLION goes unspent. You read that right, 3 Billion just evaporates because we didn’t go get it.

If you’re interested in finding this money, head over to RAB.com and use the Sales Tools drop-down, then prospecting, then co-op.  You will see the co-op directory home page.  This is the perfect time of year to search for plans that pay 100% - that’s free money, but they expire by the end of the year.  So here is how you search:

Use the advanced Co-op search bar. We’ve circled it for you.  Put in today’s date through the end of the year, and the “participation rate” is 100%.  That means the money is there and the advertiser can use it without having to pay anything.

We searched this morning we found 154 co-op plans that expire at the end of the year.  154 prospects for you to call on with free money in your pocket.

That’s just the partial list that is showing up there, but 154 co-op plans you can tap into.

CAUTION:  Co-op is not a sales strategy, it’s a funding mechanism.  What we mean by that is that you should follow the 7 steps of selling.  Meaning a comprehensive Customer Needs Analysis and then create your strategy to help them achieve their objectives.  But the cool part is that you already have a way for them to pay for the strategy.  Co-op funding!

It takes time to put these plans in place so now is the time to get started.   If you’re unfamiliar with co-op there is a video that explains the basics and how to search the directory right on the home page.  We are also going to do a live

presentation about co-op on Wednesday, October 5^th at Noon Central. Cashing In On Co-op is the name of the presentation and you can register for free HERE.

We spend a great deal of space on these tips talking about how you can be a source of business intelligence and a resource to your clients.  Money talks.  There is 100% money available in the co-op directory and you can be the resourceful person who shares that information with the client.  Helps them with their marketing, and helps you with your budget.  Truly a win-win

There’s gold in that directory!  Take a minute now and look for yourself.  We are always looking for success stories so if you have success using this approach, please email me here and share your story.

Think BIG and make BIG things happen!

SEPTEMBER 25-27, 2022

KBA Annual Membership Conference - Owensboro, KY

OCTOBER 19, 2022

KBA Board of Directors Meeting - KBA Headquarters in Frankfort

OCTOBER 28, 2022

Midwest Broadcast & Multimedia Technology Conference - Columbus, OH

*All times shown are Eastern

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