29 10, 2014

The Price is Right – If You Can Get It

By | 2015-12-24T15:04:53+00:00 October 29th, 2014|Blog, Yield Management|0 Comments

How much did scalpers sell those tickets for?Jim Cox, holding his All-Star ticket, July 1952. Library of Virginia. On my recent travels, I saw someone in the Indianapolis Airport wearing a Kansas City Royals jersey. As the World Series was about ready to begin, I, of course, went up to the fan and said, [...]

6 05, 2014

Every Day in Media Sales is Like a Rock Concert

By | 2015-12-24T15:05:27+00:00 May 6th, 2014|Blog, Yield Management|0 Comments

Do you make sure your biggest fans get the best tickets?Beatles fans with tickets at the Boston Garden,” DPLA Omeka, accessed May 6, 2014, http://dp.la/exhibitions/items/show/810684. It is no surprise to anyone who knows me that I have been using all of my connections to get tickets to Bruce Springsteen and Paul McCartney as [...]

12 03, 2014

Will That “Good” Media Sales Deal Pressure Your Inventory?

By | 2015-12-24T15:05:52+00:00 March 12th, 2014|Blog, Yield Management|0 Comments

Not every offer to buy a large amount of inventory is a jewel. Use your media sales CRM and yield management software to decide which deals sparkle!Interior of Bright's Jewelry Store, Duluth, Minnesota, 1910. University of Minnesota Libraries, Berman Upper Midwest Jewish Archives. One Thursday afternoon at the end of January, I got [...]

17 12, 2013

The Seventh Day of Christmas in Media Sales: Avails

By | 2015-12-24T15:06:40+00:00 December 17th, 2013|Blog, Yield Management|0 Comments

Make sure your inventory is "fresh!"Fruit and vegetable vendors, Indianapolis Market, Indianapolis, Indiana, 1908. Wit., E. N. Clopper Wit, photographer. Library of Congress. On the Seventh Day of Christmas: When answering avails, make sure your rates expire within seven days. By using a yield system for media sales, you will know what your [...]

24 05, 2013

Should Media Salespeople Have Inventory Visibility?

By | 2015-12-24T15:14:36+00:00 May 24th, 2013|Blog, Yield Management|0 Comments

Do you get updated inventory information daily from your traffic system?Traffic cop, Newport, c.1912. Bain News Service, publisher. Library of Congress. When I was working in sales and management in the television sales industry, every day every salesperson received a full set of avails telling them how many spots were available by program [...]

10 05, 2013

Inventory Management for Radio: Rate Integrity or Fire Sale?

By | 2015-12-24T15:14:36+00:00 May 10th, 2013|Blog, Yield Management|0 Comments

How do you avoid inventory spoilage?Young boy tending fruit and vegetable stand at Center Market, 1915. The U.S. National Archives. Radio sales managers are always faced with difficult decisions about where to set their rates and how to manage their inventory so that they can reach and exceed budgets. That’s the name of [...]

27 03, 2013

My Flight Will Cost What? Don’t Leave Your Media Sales Customers Guessing About Pricing

By | 2015-12-24T15:16:02+00:00 March 27th, 2013|Blog, Yield Management|0 Comments

How do you price your inventory?John M. Gonatos in his curio shop with assistant Niki Vasilikis, Tarpon Springs, Florida, 1942. State Library and Archives of Florida. Most people love to travel; visiting new and exciting places is fun and interesting. Yet one of the most confusing things about traveling can be booking your airline [...]