Tuesday, June 12, 2007

"Never lose a chance of saying a kind word. As Collingwood never saw a vacant place in his estate but he took an acorn out of his pocket and planted it, so deal with your compliments through life. An acorn costs nothing, but it may spread into a prodigious timber." William M. Thackeray

"Enthusiasm is that temper of the mind in which the imagination has got the better of the judgment." William Warburton

"It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness, it was the epoch of belief, it was the epoch of incredulity, it was the season of Light, it was the season of Darkness, it was the spring of hope, it was the winter of despair." Charles Dickens

Things to stop doing:
One of three. Internecine selling. Too often sales managers are using competitive monitoring to drive silo switch pitching. This is one reason broadcast fails to gain share. Targeting non-broadcast requires work but the ROI is exceptional. Major dollars are being invested in print, out of home, FSI (deliverables), yellow pages, cable (local insertion), direct marketing and local online. Change the denominator. Rather than shares of silo - numerators - managers should stay focused on the market's aggregate ad spend. This is the important lesson GE learned in their medical products division. They were able to significantly grow their business once they looked beyond shares of single device sales and started to focus on the entire market of medical technology. Highly recommended - the outstanding George Hyde (RAB) presentation "How To Steal Money from Newspaper."

Congrats & cheers: Dave Logan
joining Bonneville as programming chief for Seattle's KBSG. CBS Radio's Mark Knoller inducted into the DC Journalism Hall of Fame (SPJ); Terry Hunt of the AP, CNN's Bob Franken and Muriel Dobbin of McClatchy also so honored.