Tribune’s Randy Michaels Back to Radio

Merlin Media; the investment group led by Randy Michaels, swooped in and took advantage of the faltering media company known as Emmis Radio. Randy picked up three sweet properties for a song….WKQX-FM (101.1) and WLUP-FM (97.9) in Chicago and WRXP-FM (101.9) in New York. Emmis smartly retains a stake in the newly formed company.

Randy Michaels Tribune Merlin Media EmmisWith this new acquisition, will we see Mr. Michaels apply his trademark tactics on these once dominant, local media giants? We certainly think so.

That’s why we’re going to dial up the way-back machine, and recall how Randy moved in and revamped the Tribune Company a few short years ago. Here’s my post from back then:

Randy Michaels had a plan. The former chief of Tribune would convert the stumbling newspaper and broadcast giant into a media and marketing company. A company that just so happened to own printing presses and broadcast towers. And the only way to accomplish this, was to first transform the company’s deeply rooted and stodgy culture. They had to think and act differently if they were to beat back the local threat of AOL, Google and other online pure-plays. Randy knew that digital would play a major role in this transformation, much like it did in previous makeovers the ex-DJ spearheaded in his past.

The attempted Trib-culture makeover had mixed results. Some, like embedding radio vets into the ranks certainly ruffled feathers. Many of these so-called ‘Randy hires’ are no longer with the company; Lee Abrams, Marc Chase, Jeff ‘Booger’ Kapugi, Kim Johnson, and John Martin. Other new-culture infusions went over a bit better: removal of redundant positions and activities, hybrid sales teams and smarter newspaper production techniques.

Like him or not for some of the recent accusations, Randy has an enviable track record of smartly using digital tech for innovation in media. His early work with radio voice-tracking around 1996, (ex: seasoned DJ in Miami being pumped into Peoria) was hated by 3rd tier on-air talent that were quickly canned by these so-called robo-jocks. But station management and investors loved this cost-cutting tool. Cash-strapped managers saw voice-tracking as a simple and affordable way to have major market talent on their small market stations. The quick expansion of NYC based Howard Stern affiliates is another example of how operators like Infinity/CBS and Mel Karmazin leveraged emerging technology.

Michael’s take over of Tribune with financier Sam Zell shows similar digital thinking and strategy being applied to the Chicago based company. Take a look at this 5 minute video clip (from almost 2 years ago) that highlights a speech given to employees of The Morning Call, Trib’s print operation just outside of Philadelphia. After all this time, the talk is still accurate and relevant. Unfortunately, some of what Randy wanted the staff to embrace and execute either fell on deaf ears, or was sloppily executed at the local level.

Patch is Growing Like a Weed

For Publishers Only. Website Money Pit

Description of a training session and workshop that I do more often.

For Publishers Only. The Un-varnished Truth about Newspaper Website Business Models.

Mel Taylor Media exposes why most local media still operate their digital assets in the red. Even if web revenue & traffic have grown over the years, your likely treading water and losing share, no matter how much money you throw at it.

This session is not about sales tips & editorial tricks. It’s not a gee-whiz technology talk. This is not a ‘the future is bright if we only change’ lecture. Rather, we call out the 800 lb. elephant in the room: our sites are not being run like our traditional print business; where profits must come first.

Mel Taylor has first-hand knowledge of these issues and the mandatory fixes that must be applied. He has spent over 13 years working with traditional media and online-only ventures, in their frustrating pursuit of building profitable online businesses.

Topics discussed:

  • Pros & cons: the vendors of Internet services.
  • Attracting or making 3rd party digital investments
  • Who’s driving your Interactive bus? Do they have the proper license?
  • The enemy within. Rooting out the inside saboteurs
  • Outsourcing & cost reductions via the latest Internet technology
  • Killing the sacred cows. Stuff that doesn’t make sense anymore
  • The Checklist. 10 questions to reveal the limits of your online business model.
  • They’re quietly eating your lunch; stealth competitors in your own backyard. (Patch, etc)
  • The 100% solution. The only HR & commission structures that work for Web.

Session also provides well-documented examples of how local media is using in-expensive tech and tactics to increase editorial coverage, cut costs and drive new revenue. Examples:

  • Gannett outsources some ‘soft’ editorial creation to companies like Demand Media. Why this is smart, and how it allows Gannett to focus on hard news.
  • Pasadena media property uses ultra-low cost, internationally based call-centers for setting up small biz appointments. Instead of expensive reps spending time making cold calls, they’re on the street with average of 5 qualified, new-biz sales calls a day.
  • Partnerships with independent online journalists. Some were smart. Some were really dumb.

> Philadelphia Magazine uses TechPhilly.com for coverage of regional tech issues.
> New York Times uses BayAreaNewsProject.org for coverage of San Francisco
> Allbritton Communications pulled together 200 bloggers in Washington, DC area.

How To Beat Patch. SNA Webinar

How To Beat PATCH and Other New, Local Web Competitors

Tuesday, December 14, 2010 1:00 PM Eastern Time

From Suburban Newspapers of America website:

An overwhelming number of SNA members have recently inquired about Patch and its presence in and around their market(s). In response to these requests, SNA has arranged for Mel Taylor to present a Patch.com specific webinar and a Q & A opportunity for all SNA members. About the Webinar:

Mel Taylor, founder of Mel Taylor Media

A comprehensive look at the business and revenue models of Patch; the hyper-local initiative from AOL. Attendees will learn who they are, what some of their current & future plans are, and how and what they’re pitching local business. Most importantly, this webinar will offer proven methods in how to effectively beat Patch. This session will also take a broad look at others going after local ad budgets: Reach Local, DataSphere, Groupon, Facebook, Hyper-local sites and Pandora.

About our Speaker:

Mel Taylor is a Philadelphia-based consultant specializing in online revenue strategy and staff training. Mel also conducts ‘Web 101 workshops’ for small business. Recent clients include Tribune Newspapers, Philly.com, Fox-TV, CBS Radio, & various hyper-local websites. Mel’s website can be found at www.MelTaylorMedia.com.

HOW TO REGISTER

SNA Members: FREE, Click here to register; Nonmembers: $59, Click here to register

Note: Registration is required no later than 1 hour prior to the time listed above. If you have any questions regarding registration, please let us know: sna@suburban-news.org or 888-486-2466.

Tribune’s 435 Digital & Local Business

Tribune recently launched 435 Digital; a social media and web-focused subsidiary of the Chicago based company.

Forward-thinking media companies like Tribune are smartly diversifying their advertiser product line, with digital first offerings like social media, seo, site development and other services that small business is asking for…. more often.

As we shared in a previous post, consumers now get over 50% of their media & information from online. Compare this to the fact that local businesses still only allocate 4% of their marketing budgets to online. Imagine when local businesses wake up to this disparity.

While it’s true that local business is quickly moving online, unfortunately they’re making quite a few mistakes along the way. I recently spoke with Tracy Schmidt; a social media consultant from 435 Digital to share some of these far-too-common errors.

1. Jumping on the social media bandwagon without a plan.

Local business operators often think: “Oh geez, we have to get on Twitter! Don’t we have an intern who just graduated high school? Everyone’s on Twitter and Facebook. We have to be there too!”

The problem is they haven’t developed a plan, and a set of objectives. This is a recipe for failure.

2. Not sure which metrics are important.

You have to know and understand which specific metrics you’re following, in order to judge the success of your strategy. Some important metrics are: customer conversions, purchases, increase of readership, opt-in emails collected, Facebook fans/Twitter subscribers, etc.

3. Using rogue social media gurus.

There are a lot of so-called social gurus out there who claim to be interactive experts. Sure, they can build a Facebook page, but they have no clue how to craft a social media strategy that works for a specific business or objective.

4. Having the intern do everything.

I’m not making fun of someone who’s between the ages of 19 and 21. But just because you can text on your iPhone or post pics on Facebook, that doesn’t qualify you to handle the critical online strategy for a business. Far too often, the business owner dumps off all that ‘icky’ web stuff to the intern or youngest person on the staff.

5. Not getting professional assistance to get started.

Most small business owners need some level of assistance, at least while they’re getting started in the online space. This early hand-holding and direction will make a huge difference in attaining goals and objectives.

6. Hiring web developers who keep the client in the dark.

It’s a dirty little secret of some web developers. They won’t explain all of the tools they’re using to build your site. They’ll simply say: “just spend $5,000 so we can build you a really sweet Flash website.” They conveniently forget to tell you that your beautifully animated site won’t be seen by Google and it won’t display on your iPad or iPhone. Bummer.

7. Thinking “Me, me, me, me, me”– instead of sharing first

Often when somebody starts to tweet, they’re not sharing information or having a conversation. It’s all about them. It’s about what they think personally and what they are trying to sell. If you’re not going to share and be a part of a conversation, you’re most likely going to fail.

8. Mixing business with personal

I follow many people on Twitter that are experts at one digital thing or another. 90 percent of the time they turn me on to something I wasn’t aware of. It makes me sort of bond with that person from a business perspective. But then all of a sudden, they’ll tweet or post something that pushes their personal thoughts on something like politics, sex or religion. It’s like your mother told you: these are the three topics you never talk about in mixed company. For some reason, people often forget this golden rule when online.

9. Not adopting “slow & steady wins the race.”

You don’t need to do everything all at once. You’ll burn out. Just do one or two things a day–build up slow and steady.

10. SEO is important, but content & conversation should play lead role

Don’t automatically think that SEO (search engine optimization) is the most important thing. Example: Let’s say I find your site in position #1 on Google, and then I click through. When I get there and the site is confusing or lame, I’m outta there. I don’t really care how great your SEO expert is, and how high up your listing was on the search engine results page.

Help Teens Avoid Facebook Mistakes

Here’s my latest keynote session and workshop devoted to helping parents, teachers and employers better understand the Internet usage of young adults.

What Kids Don’t Want U 2 Know About Facebook

Patch, Reach Local & Pandora

The new, local online competition; more than just the other newspaper or TV station across the street. Outsiders like Patch, Reach Local, Groupon and Pandora are hell-bent on siphoning ad dollars in local markets. Even independent, hyperlocal sites are grabbing bigger shares of small business marketing budgets.

Local Market Web Competition 9.12.10

ONA 10. TBD Not Focused On Profit?

Been watching the live video stream and Twitter feeds of ONA10, The Online News Association conference in Washington, DC  this week. Totally loving that I can follow from my office in Philly… but I’m bummed at the lack of any coherent sales plan coming from my hyper-local heroes at TBD.com.

The ONA keynote this morning featured top execs of Allbritton’s TBD, the DC based online news effort steered by Jim Brady and Steve Buttry. These guys are some of the smartest in the business….when they’re discussing editorial and online news gathering procedures.

But when it comes to sales and revenue strategy, the discussion disappoints. Badly.

Journos are screaming at me now: ‘so what, it’s all about gaining audience for now’. Well, if the moderator thought it was important to ask questions about revenue, one would assume it’s a key part of keeping TBD, and others like it, sustainable? Or was she just filling time trying to sound ‘entrepreneurial’? I doubt that parent company; Allbritton Communications (Politico, WJLA) is willing to burn through millions to see what might emerge. Maybe they have too much confidence in their mature TV sales force as well?

The New York Times made content and traffic a top priority with THE LOCAL, and we know how that flamed out with little advertising support. Not even the top flight professors at CUNY could save that one. Like the NYT and their hyper-local plan, TBD.com might be committing the same fatal mistake of  NOT adding seasoned sales expertise to the mix, early in the process. Foundation support, angels, tip jars and the HOPE of future profit… is no way to run a  business.

I could sense from watching Mr. Brady answer questions about money, that the topic of sales is not his strong suit. And God bless Steve Buttry for trying to help Jim out with some tired, local-revenue factoids. Still, why are we asking two brilliant journalists about sales? I get the same nauseous feeling when I watch NYU’s Jay Rosen or Jan Schaffer from J-lab talking about those so-called ‘elusive revenue models’.

The folks at Reach Local and Patch are snickering right about now. These new local competitors are hell bent on revenue. They’re likely amazed and thankful that Allbritton put newsroom and old-school TV execs in charge of TBD revenue generation. They also love to hear college professors ask: “is patch evil?”

Some things mentioned from this keynote, that kinda made me cringe…..(para-phrasing)

  • Our ad network is not gonna make the blogger rich, but it’s more than what they’re used to
  • No magic bullet to revenue…only shrapnel
  • Maybe 5 different revenue streams we could tap
  • Quality staff & news coverage is long-term strategy, profit will follow later

Patch Not-So-Secret Plan

We often hear hyper-local journalists and newspaper publishers scoff at the Mc-cookie cutter and corporate approach of Patch. Too much aggregation, editorial missteps and the lack of advertiser support…..all early critiques that provide some level of comfort for those that hope Patch will fail, and fail fast.

Patch does share a few traits of other struggling or dead local initiatives that adopted a ‘build it and they will come’ strategy. In these plans, editorial & tech execs take the lead and burn through cash to build traffic. THEN… they retro-fit a semi-realistic sales strategy and hire a VP Sales. Ask San Diego News Network and NYT’s The Local, whether that model worked out for them. (hint: it didn’t) We can’t imagine that AOL Patch chief; Tim Armstrong is overlooking the lessons of these past stinkers. We also don’t think he’s doing Patch for purely altruistic reasons like saving journalism or winning journo awards for his mantle. Clearly, he’s wants ROI. And why not? That’s job #1 for any CEO.

Patch using smoke screen & red herrings? To my non-journo hairy eyeball, much of Patch’s current content & editorial efforts are being mis-interpreted by those who feel threatened. Editorial, massive page views and community engagement is not the ultimate end game here. Rather, the real M.O or modus operandi of Patch is to steadily build relationships with local advertisers, then offer a portfolio of digital marketing solutions. And we’re talkin’ more than just banners.

More than just banners. In other words, Patch is just starting to get cozy with mom & pops….getting them ready for a sweet and more profitable up-sell consisting of events, video, sem, web development, social & reputation management, database, etc. Friendly Patch folk stop by local retailers to ‘help’ them with their free online profiles, take some pics, and stealthily update the Patch smb databases. Smart.

Using free-mium model, Patch cuts through clutter and aims to be a primary partner with local business, something traditional media had a lock on for decades. That’s the holy grail. The life blood of local, online news & info, is local advertiser support. Without it, Patch and others like it, fail.

Market incumbents fighting back. Sort of. In Seattle, KING-TV and cross town competitor; The Seattle Times, have formed an un-holy union with their hyper-local ad network plans. In this scheme, they hope to attract indie bloggers by offering the digital sales acumen & relationships of their ‘ace’ TV and Print sellers. Since The Seattle Times has dabbled in hyper-local for the past year, one may assume their solo plan wasn’t working, so they needed a partner. To see the ‘newsroom & editorial only’ perspective on big media & hyper local, watch these very telling interviews of Seattle Times execs. This video clearly highlights the lack of any sales or local advertiser influence and understanding. Also watch for the knucklehead that states: ‘this helps the newspaper’. (why do bloggers want to ‘help’ the newspaper?)

To date, we haven’t seen this kind of plan work out so well for the blogosphere. Especially in the revenue department. That’s why we patiently wait…and wait…..for good hyper-local sales reports from TBD.com, ChicagoNow.com and MiamiHerald.com. Can a TV or Print rep properly represent the unique properties of an indie website? We still think that’s a long shot, as many reps and their ad directors, still struggle to sell their own big media sites.

Journalism’s two masters: reader & advertiser. Which one do you think ROI-focused PATCH is putting first in line? Distasteful as it may sound to some, sales & revenue need to take a front seat in every local news and hyper-local effort. Without sound financial footing, community coverage & engagement are non-existent. Journalism is a means to an end for corporate media. That end is profit. We know this is tough to swallow for newsroom vets, after decades of insanely profitable newspaper domination.

Getting hooks into local smb’s. If Patch can accomplish this, don’t be surprised to see an upgrade in their editorial & staffing. Not only will this will be tough for indie bloggers to compete against, it might just be the final nail in the coffin for Newspaper.

Social Media 101 for Small Business

Social Media 101

Email Marketing 101 for Newspapers

Here are some excerpts from a recent webinar we conducted for members of the SNA; Suburban Newspapers of America. The session was Email Marketing 101 for Revenue. This webinar also applies to TV, Radio & hyper-local website operators. Local retailers will also benefit from these universal principles.

Old School Media Execs: Digital Drag

Last week, traditional media execs got another digital wake call with the demotion of a well respected newspaper editor in Philadelphia.

Bill Marimow was re-assigned as an investigative reporter. Philadelphia Media Network CEO; Greg Osberg, publicly stated that Marimow, though a Pulitzer Prize-winner, ‘did not have the background in digital media necessary to lead the paper going forward.’ This announcement was a biggie. If you listen very close, you can almost hear the sound of old school media execs scrambling to finally start their Linked-in profiles and Facebook pages.

In other ‘That Won’t Ever Happen Here’ news….Deseret Media in Salt Lake City, lead by innovation pioneer Clark Gilbert, purged 43% of his print staff in order to grow the ‘digital first’ team. While the plan was painful to execute, Deseret smartly merged the remaining print staff with their newsroom at KSL-TV. This resulted in a 200-person newsroom, the largest in the state. In addition, Deseret plans to also tap the indie blogger space. Overall, this may be the finest model of local media-disruptive innovation in action, influenced by the business best seller; The Innovators Dilemma.

Hey Look, I’m Digital..…NOT. It’s easy to see why a newspaper technophobe could get the boot. You could also make the case that a sales manager who hits his broadcast budget, while allowing a client to place their web budget elsewhere, could also be shown the door. But there’s another way to win some walking papers, while ‘looking’ like you’re digital. In this smooth move, the media exec outsources key sales activity to 3rd party vendor. It shows corporate a quick boost to the interactive bottom line, with little or no investment. In reality, this faux-digital exec just let the wolves into the hen house.

The Yahoo Consortium; and Other Deals with the Devil. This might be one of the most visible examples of traditional execs letting those wolves in, and keeping them warm and well-fed, too. In order to shore up their weakening web efforts, newspaper execs trained their own reps to pitch the virtues of Yahoo, in exchange for getting access to the national web giant’s cool new ad serving software and audience. The revenue split did bring in some new cash, but at the huge cost of letting Yahoo build a relationship with local print advertisers. On the flip side, this might be Newspaper capitulation: their strongest asset is their local sales force…. so why not leverage it?

DataSphere smart, Local TV Not So Much. This smart tech company from Bellevue, Washington has been a god-send for some digitally stressed TV execs. In this deal, DataSphere provides the station with a quick roll-out of trendy hyper local sites, complete with outsourced cold-calling of local business owners. Sure, it looks brilliant: nothing but  profit for the TV station, while keeping the traditional sales staff focused on selling on-air commercial time. But the creepy facts of DataSphere keeping over 50% of the revenue, pimping out the station’s call letters, and having a primary relationship with the local business… is like killing your last chicken for the meat, at the loss of your egg supply. Providing access to local advertisers, and sharing revenue with those who want to eat your lunch, is not a digital revenue plan you want your name on. We suggest that this reveals limitations of digital business savvy at best and poor fiduciary oversight at worst.

Think it’s Tough for Newspapers? It’s even Tougher for Local Radio as they hang their hat on being a platform for content they don’t own… music & syndicated talk. At a recent gathering where execs convene to network and debate the future, many put blue-sky spins on their squishy web results. The most glaring example was how they shared their digital results: revenue & web traffic increases described in terms of percentages. These numbers, coming off low comparables, won’t even impress a rookie Wall Street or private equity analyst. Recent research shows that Radio gets less than 2% of local online advertising spends.

The World of Safe & Old School Media Management is Over. It’s now being replaced by execs with a DNA infused with entrepreneurial & turn-around expertise, combined with serious biz-dev skills. Much of this evolution will start at the top.

Local media can learn from other mature industries. It took guts, humility and foresight for the great-grandson of Henry Ford to step aside, and let Boeing airline veteran Alan Mulally take hold of the automaker. Bill Ford knew current management and the insular culture had too much to protect. Similarly at General Motors, former AT&T CEO; Ed Whitacre, was hired to rip out the diseased and dying heart of GM. Whitacre, with no experience in cars other than to drive one, wasn’t looking to win any popularity contests. Lacking the motivation to protect the way it’s been, he immediately dealt with the 800-pound gorillas in the room. ‘Big Ed’ helped turn around the company in double time. An insider with too much legacy baggage could have never accomplished that.

Like the necessary & dramatic change at GM and Ford, local media will also go through this gut wrenching change as well. It’s already happening as the above examples in Philly & Salt Lake city can attest to. To be sure, we’ll hear NO WAY, THAT WILL NEVER HAPPEN HERE. The incumbents will take a stand and dig their heels in. They’ll tell you a million different reasons why there’s no need to change, and why those in charge have decades of superior results, and YES, they can be digital enough!

Creative destruction is accelerating in Detroit, Philly, and Salt Lake City and other cities yet to be announced. There is proof that the most entrenched corporate cultures can and will be blown up, with little regard for ‘the way it’s always been’.