Blogs, Editorials, Knowledge, Research

The following Articles were either written by LPG staff, or reposted by LPG staff with credit given to the original author.  Some are Editorials in which we share our opinions on the industry. Others were written from our knowledge of working in the field for years.  Finally we have research from LPG and or third parties. 

Mar 7, 2005

The Importance Of (Not) Being Average

Every year at the Radio Advertising Bureau's annual management conference, the Luce Performance Group awards the top performers in the group of radio stations we consult. One of these awards, which recognizes the "executive of the year," is named the ...
Feb 7, 2005

If the Business is Broken Radio Alone Can't Fix It

Each year, I spend 200 days in the field, working with sales reps on local and national accounts ranging from mom-and-pops to the largest coffee producers in the world. As a result, I see eye-opening stuff every day, much of it in the form of marketing ...
Jan 17, 2005

Finding Your Sales "Oil Leaks" for 2005

The following is a case study I often use with our consultant stations to identify and assess problems or issues in the sales department. This is a good exercise for January - or any time you want to maximize your department's potential. Setting ...
Mar 22, 2004

New Blog Entry

Recently, my company - Luce Performance Group - was hired to do long-term consulting with a major broadcaster in Greece. The first thing I had our LPG people do was to go to Barnes & Noble and pick up the very best program on learning the Greek language. ...
Nov 11, 2003

Lessons To Share With Your Advertisers

Over and over, Kmart made decisions that flew in the face of common retailing sense. In most cases, the company made the same mistake more than once [some mistakes are discussed in Part I in the 10/13/03 issue]. Instead of learning from its mistakes ...
Oct 3, 2003

Learning From Kmart's Mistakes

Eighteen months ago, I wrote an article about the demise of Kmart due to its failure to effectively advertise its brand in the mind of the consumer (Radio Ink, 4/1/02). Much of this downturn was due to the use of weekly advertising circulars and the ...
Jun 16, 2003

Attend Training Seminars With Your Sales Reps!

Attendees at my seminars have heard me say more than once that,on average,only 13 percent of people who ever attend a seminar take the information or techniques and execute them in the field. A day after I gave a presentation to the Washington State ...
Sep 9, 2002

Flying By The Seat Of Your Pants

Over the years, I have had the opportunity to observe a number of startup companies. Some make it, but unfortunately, most don't. The aircraft industry has been of particular interest to me as I spend so many hours in the air. I think a Denver-based ...
Aug 5, 2002

Lessons From the Rise and Fall of WorldCom

After the fall of Enron, the 7th largest corporation in the country last December, the auditors were hot on the trail of such Fortune 100 companies as Tyco, Dynergy and, yes, even WorldCom. In February, I learned that the SEC had just notified WorldCom ...
Apr 1, 2002

Learn A Lesson From Kmart

February 2002 brought the collapse of Kmart, one of America's largest retailers. Long known for its "blue light specials," this retailing institution woke up the business world and, more important, the advertising world by filing for bankruptcy protection. ...
Jan 20, 2002

You, Too, Can Win A Radio Wayne Award

One of the most important days of my life occurred on February 7, 1998, when I stood up in front of 2,200 of my peers and accepted the Radio Wayne 'Sales Manager of the Year" award. Since that day I have been honored with several awards, but the one ...
Mar 6, 2000

How To Sell A 30-Share

You might not think that, in the age of Radio station fragmentation,there could exist a behemoth with market shares so high. Think again! They are out there, and they have the same challenges as any station at the bottom of the ratings. There are ...
Jan 24, 2000

To The RAB or Not to the RAB: When Should you send them?

How do you measure desire in salespeople? Before you make the investment in them, what characteristics do you look for? I have tossed and turned about this question many times, and the following letter broaches the subject once again. What would you ...
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