#accjms11: Smart, Passionate People Talking Radio

Fill a hotel ballroom with smart people and have them talk about a shared passion for radio for 2 ½ days and you can be guaranteed there will be good take-aways.

Here are some of mine (paraphrased) from the just-concluded Arbitron Client Conference and Jacobs Media Summit for 2011 in Baltimore.
  
Tripp Eldridge, President/CEO dmr

• Social success = helping create and strengthen relationships. Connect, enhance, encourage and facilitate relationships; make the community feel special.
• “Likes” are like cume. Engagement is like TSL.
• Games can develop community. Community is what drives success.

Glenn Enoch, VP/Integrated Research ESPN

• Two of ESPN’s seven cross-platform principles: New media creates new strata of users; Best platform at the moment.
• A heavy user of one platform tends to be heavy users of others.

Edison Research/ Melissa DeCesare, VP

• Moms balance traditional and modern media. 89% listened to radio in past week, 53% learn about new music first on radio (vs. 29% on Internet; 9% on TV), 60% would keep smart phone and give up TV if they could only have one.

Edison Research/Larry Rosin, President

• In-car landscape is increasingly complex; the good news is cars don’t turn over quickly. Traffic information is being attacked by emerging technologies. Does/should radio care?

David Lebow, President/Revenue, Group Commerce, Inc.

• There is no such thing as deal fatigue.
• Radio Brands have e-commerce assets including the size of audience, brand trust, strong local voice and relationships with advertisers.
• Relevance runs amok when there’s no targeting.

Warren, Kurtzman, President, Coleman Insights; Bill Rose, SVP Marketing, Arbitron; Philippe Generali, President/CEO RCS & Media Monitors

• 93% of the lead-in audience is there at the end of a stop set (not necessarily the same listeners; includes listeners coming to the station during the commercial set as well as leaving it).
• Commercial free sweeps may help the brand over time more vs. in the moment performance.

Michael Sheehan, CEO, Hill Holliday

• Technology may be changing the game but people love great stories.
• Radio needs to make music relevant – radio needs to re-assert itself as the relevant medium of discovery.
• Relevance is the secret to sustained success. It’s the fuel to how far your content will travel.

Bob Pittman, Chairman of Clear Channel Media and Entertainment Platforms

• We need to tell our story better. If buyers don’t understand the value of radio, we’re doomed.
• Don’t let advertisers 'test' radio with sub par reach and frequency. Have the courage to tell people they're not spending enough to be successful.
• Radio is the beacon for the tribe

James Cridland/Managing Director Media UK

• Radio Brands are fragmented making it hard for journalists to write about radio whereas it’s easy to call Pandora who’ll be happy to tell you why radio is dead. 
• Improve the Internet look and feel. Radio needs to make the user experience look better, cooler. 
• Multi-platform is the right platform. 
• Why didn’t radio protect word ‘radio’ – Pandora isn’t radio. We failed to educate our audience that Pandora isn’t radio, it’s a music collection. 
• The only reason commercials are annoying is that they’re not relevant.

Ed Schultz/MSNBC’s “The Ed Show”

• First question: is this talent killer-competitive.
• Can they sell? Can they make listeners react and want what you’re selling? Can they sell themselves?
• How connected with the clients are the talent? How often do they update their pages, site, feeds, etc.?
• Expand your brand. Don’t let the show be small.“
• Ideas are to be cultivated by people in authority.”

Jeff Pulver Chairman/Founder Pulver.com and creator of the #140 Character Conference  

• New media would like to have the audience of old media. “Now media:” fusion old and new media.
• Social media teaches you how to interact; you connect with people – like radio.
• If you don’t know something, anything and everything is possible.

Jim Farley, VP/News & Programming WTOP/Washington, DC

• Listeners are always telling us what they want. Check what’s trending and talk about it instead of boring things and when there’s nothing going on.
• WTOP itself is only one vehicle to deliver the brand.
• Don’t give up on HD. It’s coming. HD icons on the dash board are going to save our ass.

Ron Rodrigues, Arbitron Marketing, Arbitron Radio

• Political consultants know that their campaigns can be more effective if their media buys target likely voters, or voters of a political persuasion. That’s a great advantage for radio and all of its formats. Each of them represent a lifestyle, and a such each of them represent a distinct group of voters that would be of interest to one political campaign or another.
• Candidates can target voting lifestyles by format.
• Spoken word formats represent the most enthusiastic voters. Opportunity for music formats: wider spectrum of voters, register-to-vote, GOTV efforts.

Walter Sabo, COO Merlin Media

• The biggest competitor is our own audience.  (A child in school) can make a video and show to the world without anyone’s permission. And it’s free.  And they can get 10-million views in a day.
• A computer is there to interact with. If entertainment isn’t interactive, it’s dull. Media is designed to be social.
• The secret of digital business is nobody knows anything. Just hit refresh. Don’t worry about analogue things like what song goes next to another. Just hit refresh.
• Sell radio’s biggest number.
• Make listeners co-conspirators.
• Experiment.

 Charlie Sislen, Partner, Research Director, Inc.

• Finding places where you station does not meet format benchmarks can help you focus on ways to grow TSL.

Attend and have some take-aways you'd like to add?

Quick Checklist for A-B-ing Your Competitors

This week we got a preview of a new study of PPM data from Arbitron in conjunction with Mediabase and Inside Radio which showed country stations, whether ranked first or tenth, had similar patterns of spinning currents.

Regarding the percent of top-10-charted songs played IR notes, “The percentages hardly vary whether the station is No. 1 in 25-54 (18% of spins) ranked No. 2 - No. 5 (17%) or ranked No. 6 - No. 10 (16%).”

There was less difference in the percent of songs spun that were charted between 11 and 20 and no difference in percent of played songs that had chart positions between 21 and 50. 

No surprise. 

When comparing country stations in a market I typically have a longer list of differences not related to current music.

Here are some common differentiating factors/branding elements to listen for when A-B-ing or looking for competitive opportunities:

1.    Non-current music characteristics: Chronology, Tempo, Core Artists and their exposure

2.    Commercials:  Load, execution, quality. Are there differences listeners will readily pick up on?

3.    Talent: Uniquely enhancing the listening experience or detracting for it or simply invisible?

4.    “Feel Good” factor

5.    The “Buffet Line:” What’s on it and what percent of it would I come back for/did I really want to consume?

6.    Promotional activity

7.    Stationality/Imaging

8.    “It” factor: Intangibles that cause me to believe I’ve made the best/most relevant/best values-match choice.

9.    Degree to which my pre-tune-in expectations were met.

Have something to share that differentiates your station or a competitor?

Alpha Boomers: What Their Country Station Might Sound Like

With “Alpha Boomer” now one of Arbitron’s standard Tapscan demos, I revisited Albright & O’Malley’s Roadmap 2011 (our annual online perceptual of 10,000+ country listeners) to see how the appeal of the various Music Clusters broke out across 25-54 and the 55-64 leading edge Alpha Boomer demo.

The bars below represent the percent of ‘Like a Lot” (highest score) for eight music clusters. The blue bars are the responses from 25-54s, the tan bars 55-64s (for display purposes I selected one of the songs in each cluster to represent the entire segment).
                               

55-64s give the Early Millennial cluster the highest passion score. Alpha Boomers also have a long “era tail” with the Boom and Late 90s music clusters outscoring some more recent millennial clusters.

Still, Roadmap 2011 revealed that the majority of 55-64s are extremely positive about how country music is sounding over the past 12 months.  86% feel country music is as good as or better than it’s been over the past 12 months with 94% listening either the same or more to their local country stations compared to a year ago.   

Your mileage of course may vary. Hopefully this inspires you to check into how different segments of your audience respond to your individual music clusters.

Celebrating the Fourth: How Listening Changes During the 4th of July Week

The Mill Pond “river walk” gets a makeover around Halloween for fright walks. Santa can be counted on to ride through every street in the borough on a fire truck just before Christmas. And there’s a town-wide garage sale each spring.

But the 4^th of July in Milltown is something else altogether with no less than eight events this year: a fishing derby, two runs, a near two-hour parade, free music and food plus kids' rides at Borough Park, Best Apple Pie and Most Patriotic House contests, and finally some pretty impressive fireworks to end the day.

If Milltown had a radio station, they’d be challenged to keep up with the borough.

Hopefully your station is not only keeping up with but playing a strong role in listeners’ lives this weekend.

Arbitron’s analysis of 30 PPM markets last year shows that the total radio listening (all formats) for July 4^th and 5^th dips below the year’s daily average while listening on July 1, 2, 6 and 7 exceeds that average. 

The primary trigger of the drop is away from home listening that declines on the 3^rd through the 5^th while the amount of listening at home remains flat across the week.

However looking just at country, specifically among 25-54s in 5 randomly selected markets, holiday listening to the format is significantly more consistent across the week, staying relatively flat while the market's total listening drops.

How will you take advantage of a competitor who lays in an extra day of voice tracking, plays a syndicated special and calls it good?

Have a great (and proud) 4^th!

Special thanks to Arbitron’s Jenny Tsao for providing the data and graphs.

OPEN WIDE: How To Be Welcoming To Country's Diverse Cume

Country cuts a wide demographic swath attracting roughly equal cume ratings 18-34, 18-49, 25-54 and 35-64. In fact, the cume rating among 18-34s and 18-49s is slightly higher than even 25-54 or 35-64 (Inside Radio/Research Director Inc. PPM Format Norms 2010 Study). 

Run an Audience Composition Report and review how your station’s elements are aligned with your cume distribution goals.

Are these elements and their execution adding or repelling the cume you’re seeking? Are they improving the chances of converting that cume to AQH?

You'll want to look at more, but here are three to get you started:

Music: Strong music from artists outside our 'traditional superstars' is a trend that’s well under-way. “Core” or “Essence” artists are different by demo. How are you managing this?

Services: “What,” “how” and “how frequently” you deliver are equally important. Weigh these against what you know about your audience’s use (or non-use) of services. Are your services (content and execution) aligned with your target cume?

Talent: Content (relevant, unique, engaging, sticky, ‘must hear’) and delivery (execution, efficiency, style and platforms) – are these very or not very likely to attract and engage the cume you’re seeking?

Country is getting great sampling 18-34 and 18-49.

Are you as welcoming as you can be?   

Database Membership: So Few Contributing So Much

For plenty of businesses (radio included), a small number of consumers account for a disproportionately large percentage of consumption.

So it’s not surprising that our database, texting and points programs are subject to the same principles.

Still, seeing the statistics on station database/club participation that DMR Interactive President and COO Tripp Eldredge shared today at the Arbitron fly-in are worth some consideration:

• Less than 10% of most stations’ database members have been active with the station in the past 6 months

• Only 6.5% of most stations’ database members are actively involved in their station's “points program.” Of those that participate, 21% drive 80% of the activity

• Just 13% of text club members drive 80% of the messages with the vast majority only text station once a month

Because people are constantly leaving databases (actually or virtually opting out), “growing” membership may really mean standing still.

So here’s a thinking point: how active (or even how large) your database is, is at least in part a function of the value members feel they receive vs. the time they invest to participate.

Music panel participation rates dwindling? Not getting the response you once were to your emails or text clubs or other database-related outreach? Database not growing?

Consider increasing the value to the listener for their time invested.

Increasing the value of your website content could improve activity there, too.

Radio 2010: Listening and Lifestyle Profiles...and Coaching Tool

National ratings data and lifestyle information on the major formats is again available for free in the newly released Radio Today 2010 pdf from Arbitron. Download it free here.

There's lots of good news for country:

• Fall 2009’s combined (PPM and Diary) country share was 13.4% (4.4%/4th in PPM markets and 14.1%/1st in diary markets). That’s the highest share the format has delivered since spring 2002.

• Country radio’s reach is second only to AC.

• The format was number one in every daypart except mornings (#2 behind New/Talk/Information). It was also #1 25-34, 35-44 and 45-54. It was #2 18-24, 55-64 and 65+. 18-24 was the “growth demographic” and has been “up steadily in recent years.”

• 26% of the AQH audience is 18-34 and 42% is 18-44. 18-34s aren’t just cumers; their TSL of 6:30 is just under the 7:00 average 12+ and close to the 7:00 for 25-54 and 7:30 for 35-64.

Non-ratings information on the country audience includes education (half have attended or graduated college), earnings (half live in households earning $50,000 or more), home ownership (70%) and interests (country audiences index high on outdoor activities and slightly above the norm on texting).

For programmers, one of the most useful pieces of data in any Arbitron report is the Audience Composition graph (the Radio 2010 AQH Composition for country is shown). Running graphs for cume and AQH give you a 'big picture' look at both plus the relationship between them.

After checking rankings and PPDV/PPM Weight, Audience Composition is usually the next place I go when breaking out ratings.

My expectations are that the 'comps' will roughly mirror our targeting (usually it does). But when it doesn't, it triggers a series of questions: from 'Is this an aberration?" to an overall evaluation of the relevance and ‘welcoming-ness’ of key station elements.

An Audience Composition graph can also be a talent coaching tool, particularly if you're concerned that a show isn't as aligned with the audience as it should be. Compare a multi-book average of the station's and the show's Audience Composition. If there are undesirable differences, challenge the talent to cite the specific audience appeal for the show overall as well as its specific features and content pieces.

Comparing their perceived targets to the show’s Audience Composition might be what you need to offer congratulations or to shake things up a bit.

Means To An End?

I’m all for any advance that will improve ratings accuracy and preciseness – starting with sample/panel size – so I’m certainly not dismissing Arbitron’s announcement of its PPM 360 technology out of hand.


Instead, I’ll share this December post from former Arbitron Senior Vice President, Ratings Services, Jay Guyther and hope that this news – and more importantly and also announced today, the news that Arbitron has purchased IMMI’s cellular phone-based technology that captures consumer cross-platform media usage – is all a means to a good end: larger panels at lower cost.

As radio audiences continue to fragment, there will be an increased demand for larger sample sizes. In the U.S., Arbitron’s PPM panels are one-third the size of the previous quarterly diary sample…

"For continued success, development of new generations of meters must be continuous and come much faster. The costs, both the equipment costs and the system operating costs, must be greatly reduced so sample sizes can be substantially larger making electronic measurement more attractive and affordable to more markets.

“The ability to efficiently and inexpensively embed signal identification technology into a consumers existing personal electronic device, while maintaining the necessary research quality, is the only solution to building large cost-effective panels…


I’m hoping that today’s steps are two of many that will be quickly taken to that end.