Monthly Archives: September 2014

The Science of Selling

It’s a scientific fact, that for every negative, there is a positive. Unfortunately, our friends across the hall in news and editorial seem to get an adrenaline rush from focusing on the negative. A recent Associated Press release was headlined, “US Job Growth Drops to 142K, Slowest in 18 Months.” The first sentence began with,… [Read More]

A Classic Assumption

He was told a twin-engine plane would be waiting for him at the airport. Arriving at the airfield, he spotted the plane warming up outside a hanger. He jumped in with his bag, slammed the door shut, and shouted, ‘Let’s go’. The pilot taxied out, swung the plane into the wind and took off. Once… [Read More]

Zero Sum

In game theory and economic theory, zero-sum describes a situation in which a participant’s gain or loss is exactly balanced by the losses or gains of the other participants. If the total gains of the participants are added up, and the total losses are subtracted, they will sum to zero. Radio is not a zero-sum game. It’s time our industry recognized that radio is… [Read More]

Radio is Still King

One of my clients told me last week that “ENS Media is the closest thing Canada has to the old RMB (Radio Marketing Bureau).” Sadly, that’s probably true. I’m sure the data in the Wall Street Journal article below,about the enduring value of radio, would be similar for Canada if it was available. If you have any data… [Read More]