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Cruz Radio Buys—Sign of Campaign Things To Come. Political advertising data from Kantar Media/CMAG indicates presidential candidate Ted Cruz and his PACs have allocated virtually all of their fourth-quarter broadcast dollars to radio, a move that is being seen as an encouraging sign that the industry may cash in on 2016 campaign spending sooner than in past elections. “I think they see an opportunity,” says Elizabeth Wilner, senior VP/political for Kantar Media Intelligence, leader of Kantar’s hugely influential Campaign Media Analysis (CMAG) and contributing editor to the influential Cook Political Report. “Cruz is hitting very hard at the party’s conservative base and has more than doubled down on radio to reach them. It’s a smart strategy because it’s kind of under the radar. He’s skating that conservative radio lane pretty much to himself these days.” Calling conservative talk radio “a no-brainer in a Republican primary,” Wilner says she’s surprised that more candidates aren’t using it. Westwood One president Steve Shaw sees the influx of money into radio from Cruz backers as a positive sign this far out in the 2016 election cycle. “It’s a really good sign to be a year away from the election and have candidates engaging in radio,” he says. Radio has been viewed by campaigns as “a reminder medium,” Wilner says, often resulting in time-buys being placed much closer to when voters flock to the polls. One challenge Wilner and Shaw see is convincing campaigns and PACs to buy radio earlier. That’s a top priority for radio’s largest groups, which have hired political sales specialists who have been seen around DC, meeting with campaign managers and political consultants.

Mega Earnings Report Day—What To Know. In what is sure to be the earnings report equivalent of a firestorm, seven of the most prominent publicly traded radio companies will present third-quarter results throughout the day today, which will offer the surest current barometer reading of industry. Providing more than just a glimpse into general market conditions and specific ad categories, industry chiefs will update investors on important company and industry initiatives. Here’s what to expect: Cumulus—All ears will be on Mary Berner as she leads her first earnings call as Cumulus Media CEO. The seasoned publishing exec won over employees with her turnaround message during a recent webcast. Gaining the confidence of investors rattled by the company’s crumbling stock price will be a taller order. Saga Communications—Expect CEO Ed Christian to point to yesterday’s $13 million acquisition of classic rock WLVQ, Columbus as evidence of the company’s disciplined acquisition strategy focused on mid-sized markets. iHeartMedia—President Rich Bressler may talk up the unique nature of the company’s sprawling platform, the growing role events play in its sales strategy and how the company is bringing broadcast radio into programmatic buying at scale. Radio One—CEO Alfred Liggins is expected to talk about how uniting the company’s local and syndicated radio businesses together under David Kantor enables it to offer a “total package” partnership strategy to clients targeting African-American consumers. Townsquare Media—The company is expected to tout the success of its Townsquare everywhere diversification strategy. Entravision and Entercom—Keep up on what they’ll be talking about at InsideRadio.com.

iHeartMedia Up 2% In Third Quarter. Revenues for iHeartMedia increased $16 million, or 2%, to $846.8 million in the third quarter compared to the same period last year. Excluding political revenue, billings grew $22 million, or 3%. The company attributes most of the growth to sponsorship revenue related to the iHeartRadio Music Festival, barter and trade revenue

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and digital revenue. The increases were partially offset by a decrease in political ad dollars, lower core broadcast radio revenue and prior year revenue from radio towers the company sold during the second quarter of 2015. Consolidated revenue for parent company iHeartMedia, Inc., which includes its outdoor and international businesses, decreased 3% to $1.6 billion. Excluding the unfavorable impact from movements in foreign exchange rates, consolidated revenues increased slightly. “We continue to leverage our entire company’s expansive portfolio of products, media platforms, content and personalities to enable advertisers and partners to engage seamlessly with consumers around the world,” chairman & CEO Bob Pittman said in a news release. “At iHeartMedia, we are building on the power of sound, social and mobile to redefine the future of consumer media and entertainment.” Said Rich Bressler, president, COO & CFO, “We continue to strengthen our capabilities across technology and sales, all through a lens of strong financial discipline. Additionally, our past proactive steps in addressing our capital structure needs and upcoming maturities enable us to focus on running the company as efficiently as possible.”

Tuning, Not Switching, Drives Listening—Study. The Arbitron Client Conference was known for sometimes-groundbreaking studies that challenged traditional thinking about radio programming strategies and tactics. As Nielsen Audio reboots the annual confab for programmers, researchers and consultants Dec. 3-4 near Washington DC, a new study will examine how, and why, people tune into radio and what that means for a station’s strategy. “The Components of Tuning Behavior: Switching vs Turning,” to be presented by Coleman Insights and Media Monitors, has already produced a surprising finding—70% or more of all listening occasions begin in the moment when a listener first turns on the radio, not after switching from another station. “They’re coming to your station from something that is not radio,” Nielsen VP of audience insights Jon Miller tells Inside Radio. The study is expected to provoke thought on “how and why people tune in,” he says, and cause programmers to rethink traditional strategies of getting listeners to punch over from the competition or to lure them back after a spot break. “What we’re finding is there is probably a lot more tuning happening than we ever realized that is from people coming from somewhere else and not another radio station,” he says.

Nielsen Conference Explores ‘Total Audio.’ Next month’s Nielsen Audio client conference will be the first one entirely produced by the measurement giant. Its goal, organizers say, is to keep one foot rooted in the Arbitron tradition of past conferences and the other in the broader media landscape, covering both deep-in-the-weeds methodology issues and the larger challenge of brand-building in an expanding audio world. The theme is total audio, giving the company latitude to update plans to measure radio across multiple platforms while also looking at the universal measurement challenge of keeping up with the myriad ways Americans consume media content nowadays. A product update session featuring top company brass will dive into product and methodology initiatives, including the new CBET encoders rolling out now, and the SDK technology that will measure digital audio. “We’re bringing in speakers and sessions that cover the broad audio landscape and not just radio,” Nielsen VP of audience insights Jon Miller says. “We’re going to talk about mobile, digital, streaming, podcasting, talent, branding and marketing.” Presenters such as Paul Werdel, product director, The New York Times, and Jim Elliott, global creative officer, Arnold Worldwide, will offer an outside perspective. A longitudinal study Nielsen co-funded

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with the University of Florida follows the next generation of radio listeners during their four years on campus, observing their media and entertainment behavior. Broadcasters will get a glimpse of how Nielsen measures audiences beyond radio, such as the connected car and how it uses brainwave analysis to judge reactions to advertising. The conference gets underway with an old Arbitron staple—a multi-session Urban PD Clinic.

Auto Sales Surge To October Records. The automotive industry—radio’s no. 1 advertising category—is enjoying surging sales, with several auto manufacturers posting record October numbers. General Motors, Ford, Chrysler, Toyota and Nissan all recorded double-digit increases, buoyed by strong demand for small SUVs and pickup trucks. A number of smaller carmakers, including Hyundai and KIA, Mazda, Subaru and Mitsubishi, also showed positive gains. Overall, U.S. auto sales rose 14% to nearly 1.5 million, according to Autodata Corp., making this the best October since 2000. Among the largest domestic brands, GM’s Chevrolet saw sales rise 16%, its best October since 2004, while Ford recorded 13% gains and Fiat Chrysler was up 15%. Among imports, Toyota reported a 13% increase in sales, while Nissan climbed 12% and Hyundai jumped 20%. Embattled Volkswagen, struggling with a corporate crisis over emissions cheating, recorded small gains. The strong October sales numbers come as radio looks to increase its share of auto dollars heading into the home stretch of 2015. Through the first nine months of the year, many dealer associations have been advertising aggressively, largely increasing radio spot volume over 2014. From January-September, the Nissan Dealer Association increased radio spot volume 257%, airing 255,861 radio spots, compared to the same period in 2014, according to tracking by Media Monitors. The Toyota Dealer Association upped radio advertising 34% with 236,992 total spots. Among Tier One manufacturers, Ford was radio’s most active auto advertiser, with 384,654 total spots, up 4%, while Chrysler-Dodge-Jeep (no. 31) increased its radio volume 19% to 329,225 spots.

Saga Adds To Big 2015 Haul With OH Station. A $13 million deal to buy classic rock “Q-FM 96” WLVQ Columbus, OH from Wilks Broadcasting further cements 2015 as the biggest acquisition year for Saga Communications since before the recession. Earlier this year the company acquired six Virginia stations and now adds a fifth FM to its largest market. WLVQ, which has been in the rock format since the seventies, ranked sixth in Nielsen’s October survey with a 4.8 share of listeners aged 6+. It joins a cluster that includes AC “Sunny 95” WSNY, hot AC “Mix 107.9” WVMX and the classic hits simulcast of “Rewind 103.5/104.3” WNND-WNNP. The deal leaves Wilks, which has been selling its radio assets, with two FMs in the market—classic country “K 107.1” WHOK-FM and sports “95.5 The Game” WZOH-FM. Saga expects to close the deal during the first quarter of 2016. Michael J. Bergner was the exclusive broker. The company prides itself on being a picky buyer of stations in mid-size markets that are either home to a major university, state capital, large military base or are an agricultural hub. Columbus checks off at least two of those boxes. “This station will add another heritage radio station to our already strong station group in Columbus, OH,” Saga president & CEO Ed Christian said in a statement. “Saga intends to continue building its business in both the radio and television markets by identifying and acquiring middle-market stations.” Earlier this year, it acquired six Harrisonburg, VA stations in separate deals, expanding its presence in a state where it already had clusters in Norfolk and Charlottesville. It has also continued its aggressive acquisition of FM translators, with the addition of signals in Charlottesville, VA; Mansfield, OH; and Manchester, NH.

Why Stations Just Flip For Christmas. Half of the country may be enjoying unseasonably warm November weather, but it’s not keeping the holiday spirit from beginning to take over the airwaves. One day after Election Day, 19 radio stations had already flipped to the all-Christmas music format with momentum gathering fast. In Detroit, iHeartMedia AC WNIC (100.3) is the largest-market station to make the shift, having done so Nov. 2. More than a dozen other stations also broke out Burl Ives and Brenda Lee the same day, including iHeart AC “Sunny 102.3” WVOR, Rochester, NY and contemporary Christian stations “Star 93.3” WAKW, Cincinnati and “Q-102” KBIQ-FM, Colorado Springs (102.7). A handful of stations, such as

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Entercom AC KOIT, San Francisco (96.5), are staking their claim on the format by streaming holiday music in anticipation of flipping closer to Thanksgiving, as they’ve done in the past. Other broadcasters are transforming HD2 or HD3 stations into all-Christmas outlets, including KOIT, Greater Media’s WMJX-HD2 Boston, and iHeart’s KRFX-HD2 Denver. While the ranks are slowly growing, it’s only a trickle compared to what lies ahead later this month. Last year, a record-high 529 U.S. stations aired all-holiday music, according to Inside Radio’s database. That was an 8.4% increase from 488 stations in 2013. As Thanksgiving approaches, more stations will make the move. That was the case last year, when, heading into the long Thanksgiving weekend, 209 AM and FM stations had flipped. Done properly, all-holiday formats can double or even triple a station’s ratings share, attracting a large, diverse audience that cuts across demographic groups. Among station groups, iHeart is a leader in all-holiday formats, with 78 of its stations flipping last year, followed by Cumulus Media (25) and Townsquare Media (19).

Will CMA’s New Top Single Be a Long Player? With the Country Music Association’s “CMA Awards” crowning Little Big Town’s “Girl Crush” as single of the year, the question is, how have previous CMA-winning songs held up radio-wise during the past 25 years? Not surprisingly, the most recent song winners have the most airplay durability, according to a Nielsen Music analysis. A story in Billboard showcases the songs (beyond the past five years) that earned the most love from the medium (in the magazine’s country chart panel, looking at total spins in seven days for the week ending Oct. 2)—Carrie Underwood’s 2007 “Before He Cheats” with 447 spins, Lady Antebellum’s “I Run To You” from 2009 with 421 spins and Tim McGraw’s 2004 smash “Live Like You Were Dying” with 302. Meanwhile, three older songs are also getting weekly spins in the triple digits: George Strait’s “Check Yes Or No” from 1996 (180 spins), Alan Jackson’s “Chattahoochee” from 1993 (120) and Garth Brooks’ “Friends In Low Places” from 1991 (161). For a single to continue receiving robust airplay as a gold title long after its CMA win, “It definitely has to have the ‘it’ factor,” says Bill Reed, music director of country “The Twister” KTST and classic country KXXY Oklahoma City, in the Billboard story. “Does it have a good feel to it? Does it sound good when framed with your station’s brand? Can you hear this song 10 years down the road without thinking, ‘What were they thinking?’” Meanwhile, three song of the year winners dating back as far as 1990 received no spins amid the most recent country chart panel: Billy Ray Cyrus’ “Achy Breaky Heart,” Lee Ann Womack’s “I May Hate Myself In the Morning” and Johnny Cash’s “Hurt. Barely a Blip—Which former winners barely scratched the airplay surface on the chart? Go to InsideRadio.com.

U.S. Consumer Confidence Hits 10-Year High. Radio sales teams have another tool to help close the deal with local buyers—global consumer confidence has hit its highest levels since 2006. According to Nielsen, consumer confidence rose three index points in the third quarter to 99, its best total in nine years. Optimistic sentiment for job prospects, personal finances and spending intentions increased in almost half of all measured markets (48%). In the U.S. alone, confidence gained 18 points to 119. Regionally, confidence increased throughout North America with a 16-point index surge, reaching a score of 117—the region’s highest level in Nielsen’s 10 years of tracking the number. Overall, consumer confidence increased in 29 of 60 markets measured by Nielsen. “Globally, this continues to be a period of economic uncertainty and thus mixed confidence trends,” said Louise Keely, senior VP of Nielsen and president of the Demand Institute. “Despite some mixed economic signals from the U.S., consumer confidence has strengthened and consumer spending is driving the economy.” The online survey polled 30,000 consumers in 61 countries throughout the Asia-Pacific region, Europe, Latin America, the Middle East/Africa and North America, conducted Aug. 10 through Sept. 4, 2015.

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Little Big Town perform onstage at the 49th annual CMA Awards at the Bridgestone Arena on November 4, 2015 in Nashville, Tennessee. Source: Billboard/Photo: Frederick Breedon/FilmMagic

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S A L E S

Columbus, OH – Saga Communications strikes a $13 million deal to buy classic rock “Q-FM 96” WLVQ from Wilks Broadcasting. The station will become a sister to Saga’s existing cluster that includes AC “Sunny 95” WSNY, hot AC “Mix 107.9” WVMX, and the classic hits “Rewind 103.5 and 104.3” simulcast of WNND and WNNP. The sale leaves Jeff Wilks with two Columbus stations including classic country “K 107.1” WHOK-FM and sports “95.5 The Game” WZOH-FM. Broker: Michael Bergner

Lafayette, IN – Neuhoff Communications files an $8 million deal to buy country “K-105” WKOA, CHR “B-102.9” WXXB, rock WKHY (93.5), oldies “Super Hits 98.7” WASK-FM, and sports “ESPN Radio 1450” WASK from Gray Television. Gray is acquiring the stations as part of its $442.5 million buyout of Schurz Communications.

South Bend, IN – Mid-West Family strikes a $5.5 million deal to buy AC “Sunny 101.5” WNSN, “New Country 99.9” WHFB-FM, classic hits “Z-94.3” WZOC, “News & Sports Radio 960” WSBT from Gray Television. The deal also includes the South Bend-licensed translator W241AD at 96.1 FM which simulcasts WSBT on the FM dial. Gray is acquiring the stations as part of its $442.5 million buyout of Schurz Communications. Broker: Bob Heymann, Media Services Group

Rapid City, SD – HomeSlice Media Group files a $2.5 million deal to buy “Kat Country 98.7” KOUT, hot AC “93.9 The Mix” KKMK, classic rock “100.3 The Fox” KFXS and CHR “Hot 93.1” KRCS from Gray Television. The deal also includes three translators: the Rapid City-licensed K248BT at 97.5 FM; the Hill City, SD-licensed K280AJ at 103.9 FM; and the Spearfish, SD-licensed K252DN at 98.3 FM. HomeSlice already owns classic hits “Smash Hits 920/104.7” KKLS and farm/classic country “The Big 81” KBHB (810) in the market. Gray is acquiring the stations as part of its $442.5 million buyout of Schurz Communications.

Jacksonville – Neal Ardman strikes an $800,000 deal to buy WJSJ (105.3) from receiver Scott Savage who’s been overseeing the station since 2009 when lenders took control from Tama Group. Ardman’s Radio Kings Bay already owns country “K-Bay 106” WKBX in nearby Kingsland, GA. He’ll operate WJSJ under a time brokerage agreement until closing. The Class A station licensed to Fernandina Beach, FL had been silent since June, and Ardman has returned it to the air as “CBS Sports Radio 105.3.”

McAllen-Brownsville, TX – Bi-Media files a $2.2 million deal to buy adult hits “104.9 Jack FM” KJAV and Spanish news-talk “Informativo 840” KVJY from MBM Radio. Bi-Media is a family-owned group led by Rodrigo Bichara. MBM Radio will still own “Super Tejano 102.1FM/95.3 FM” KBUC/KZSP, “710 Talk Radio” KURV, and regional Mexican “La Ley 92.7” KESO in the McAllen-Brownsville market. It also operates three stations across the border in Mexico.

California – El Sembrador Ministries files a $78,994 deal to buy Spanish-language religious KDDF, Mecca, CA (88.1) from Holy Cross Radio. The station is already airing the “El Sembrador Radio” format. The Christian broadcaster already owns KHPY (1670) in the Riverside-San Bernardino market and KRXA (540) in the Monterey-Salinas-Santa Cruz market.

Texas – Roberto Villarreal’s Aleluya Christian Broadcasting files a $70,000 deal to buy the Katy, TX-licensed translator K201EU at 88.1 FM from Paulino

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Bernal. The signal will simulcast the Spanish Christian “Radio Aleluya” network.

Charlotte – Bill Graham’s 2B Productions files a $65,000 deal to buy religious “Heaven Radio” WTIX (1410) from GHB Broadcasting. Graham already owns classic country “1490 Carolina Country” WSTP and adult standards “Memories 1280” WSAT in the Charlotte market. Graham is also a personal injury attorney. Broker: Whittle Agency

Illinois – Angelo Joseph Salvi files a $38,000 deal to buy the Oregon, IL-licensed translator W287BY at 105.3 FM from Edgewater Broadcasting. The signal will simulcast Rockford, IL market classic country “Love Radio” WLUV (1520).

Ohio – Holy Family Communications files a $25,000 deal to buy the Findlay, OH-licensed translator W256CJ at 99.1 FM from American Family Association. The deal will extend the reach of Holy Family Radio’s WJTA, Glansdrof (88.9) into Findlay.

Mississippi – Community Broadcasting Services of Mississippi files a $22,000 deal to buy the Verona, MS-licensed translator W289BW at 105.7 FM from Edgewater Broadcasting. The filing says the signal will be used to simulcast American Family Radio’s contemporary Christian WAFR, Tupelo (88.3).

Utah – Cache Valley Radio Group files a $19,000 deal to buy the Logan, UT-licensed translator K229CR at 93.7 FM from Jerry Lundquist. The filing says the translator will simulcast Cache Valley’s classic rock KLZX, Weston, ID (95.9).

C L O S I N G S

Florida – Educational Media Foundation closes a $21.7 million deal to buy three stations from American Public Media Group. The sale includes WMLV, Miami (89.7); WFLV, West Palm Beach (90.7); WDLV, Fort Myers (88.7); and two translators: W270AD at 101.9 in West Palm Beach and W214BD at 90.7 in Gifford-Vero Beach. The stations dropped their classical programming in July and switched to EMF’s contemporary Christian “K-Love” network.

Wichita – Daniel Smith’s Bad Gas Broadcasting closes a deal to reclaim regional Mexican “La Raza 99.7” KHLT-FM from Shane and Kianne Prill’s Air Capitol Media Group in exchange for forgiveness of $1,363,112 in outstanding debt. Air Capitol Media also agrees to pay $1,600 per month to Smith during the next three years. Smith sold the station to Air Capitol Media in 2013 for $2 million. It was a deal that included a $1.6 million promissory note.

Wisconsin – Seehafer Broadcasting closes a $925,000 deal to buy “Hot Country 92.1” WLTU, Sheboygan and “Cub Country AM 980” WCUB, Two Rivers from Cub Radio. The deal will give the Seehafer family six stations in Manitowoc County, including classic rock “Q-102” WQTC-FM, AC “Lake 98.1” WLKN, easy listening WEMP (98.9), and talk/oldies WOMT (1240).

Kentucky – Forcht Broadcasting closes a $700,000 deal to buy hot AC “K-Lite 94.7” WKLW-FM from B & G Broadcasting. Forcht already owns five other stations in the Paintsville, KY area including “New Country 98.9” WSIP-

FM, AC “103.9 The Bulldog” WXKQ-FM, “Classic Rock 1490” WSIP, “Sports Talk 600” WKYH, and “Sports 920 AM” WTCW. Broker: Henson Media

Tulsa – Stephens Media Group closes a $575,000 deal to buy religious/talk KCFO (970) from Friendship Broadcasting. David and Tina Stephens already own five other Tulsa market stations including AC “94.1 The Breeze” KTSO, modern rock “Z-104.5 The Edge” KMYZ-FM, contemporary Christian KXOJ-FM (100.9), and “The Sports Animal” KYAL-FM & AM (97.1, 1550).

Dallas – Broker Mark Jorgenson closes his $475,000 acquisition of Spanish KFCD (990) and Spanish Christian KHSE (700) from D.B. Zwirn Special Opportunities Fund’s Bernard Radio. The closing clears the way for Jorgenson to spin-off KHSE to John Hammond’s Texoma Broadcasting for $1.5 million. Hammond already owns South Asian-programmed KVTT, Mineral Wells (1110) outside of Ft. Worth and he also brokers time on Liberman Broadcasting’s KZMP-FM, Dallas (104.9), both of which air the “Fun Asia” network. Similarly, Jorgenson is now able to close the sale of KFCD to Vikram Shan Broadcasting, Inc. for $800,000.

Kentucky – Connier Crabtree’s River Country Communications closes a $450,000 deal to buy country WKYR-FM, Burkesville, KY (107.9) from Cumberland Broadcasting. Crabtree doesn’t own any other stations.

Ohio – Donald and Venita Bowles’ Dreamcatcher Communications closes a $340,000 deal to purchase hot AC “99.5 The Edge” WAOL, Ripley, OH from Queen Cities Broadcasting. Dreamcatcher has operated the Cincinnati-area station under a local marketing agreement since July 2011. It also owns “C-103 Country” WRAC in the area.

Greenville-New Bern-Jacksonville, NC – Lanser Broadcasting closes a $275,000 deal to buy WBNK (92.7) from Tower Investment Trust. WBNK is a Class C2 standalone that’s been off the air since April. Bradley and Leslie Lanser also own contemporary Christian “JQ-99” WJQK and talk “1260 The Pledge” WPNW in the Grand Rapids, MI market.

Idaho – James and Darcy Nelly closes a $75,000 deal to buy the country simulcast of KORT-FM (92.7) and KORT (1230) in Grangeville, ID from Mike Ripley’s 4-K Radio. The sale also includes the Kamiah, ID-licensed translator K221BA at 92.1 FM and the Pierce, ID-licensed translator K240AP at 95.9 FM. Nelly Broadcasting already owns “Big Country 97.7” KZBG, Lapwai, ID and classic hits “98.5 K-Hits” KZID, Culdesac, ID.

Pennsylvania — Sam Jordan and William Stafford’s The Mid State Sports Network closes a $60,000 deal to buy classic hits WWCB, Corry, PA (1370) from Corry Communications. It is the first station for Mid State.

Columbia, MO – The University of Missouri has closed a $50,000 deal to add a third station to its Columbia cluster. It has bought classical KWWC-FM (90.5) from Stephens College. The deal includes $50,000 in underwriting for Stephens College over a five-year period to air on KBIA. Stephens will also retain the KWWC brand to use online, so the University has requested new call letters: KMUC. The University already owns news/talk KBIA (91.3) and the student-programmed adult alternative KCOU (88.1) in the market. The deal allowed KWWC-FM to transition from jazz to an all-classical format enabling KBIA to mainly become a news-talk station.

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