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`Proceeding/Serial No: 91 1 91 1 78
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`Filed: 7[21[2011
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`Title: OPPOSER’S SUBMISSION OF TESTIMONY
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`DEPOSITION TRANSCRIPTS AND ASSOCL4 TED
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`EXHIBITS (BOX 2)
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`91191178
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` RV!//4 l/ES
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`THE K/\TZ TELEVTSION GROUP NEWSLETTER
`
`Winter 1994
`
`Continental’s
`
`Award Winners:
`
`Team Work
`
`Katz Continental’s third» quarter
`president’s award has been
`announced by Jack Higgins,
`president, who praised the
`perserverance ofthe winners.
`‘
`The award, traditionally won
`by a team for a specific sale, has
`been given to the members of the
`Detroit office for their consistent
`
`and outstanding representation
`throughout 1993, with a 26% bill-
`ing increase. Each member of the
`
`“This quarter is
`awarding has
`created new
`
`boundaries for
`future recipients.
`We are very proud
`of this oflice is
`performance, ”
`says Jack.
`
`team was awarded a cash bonus.
`
`“This quarter’s awarding has
`created new boundaries for future
`
`Continued on page 3
`
`The TV Group Advisory Board:
`Leaving Titles at the Door
`When the TV Group Advisory
`Board met for the first time, the
`primary goal was to tap into the
`huge pool of creativity among our
`people from across the country,
`Tom Olson says.
`And to insure candor, everyone
`left theirjob titles at the door.
`Participants were encouraged
`to speak frankly on any concerns
`they may have about
`the way
`things are done at Katz and to also
`make suggestions on improving
`business practices.
`Judging by the candor of the
`participants, Tom says,
`it was a
`SUCCCSS.
`
`
`
`
`
`Continued on page 2
`Steve Thompson and Alark Turner
`
`
`American’s Flag Award Winners:
`Creative, Persistent
`
`The American Flag Awards for
`third quarter were announced by
`Michael Hugger, president, who
`notes that
`the common threads
`
`among all the winners‘are creativity
`and persistence.
`“All these sales people could
`i have stopped at various points and
`
`would have received accolades on
`
`a great effort,” Michael says. “But
`they kept at it, found the people
`who could say yes, coordinated lo-
`cal efforts with the client and got
`the job done.”
`First
`prize winner, Matt
`Continued on page 2
`
`
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`(The TV Group Advisory Board: Speaking Frankly
`
`..Co/ilimiedjirom page 1
`
`“First, we were carefiil to make
`sure it wasn’t just New York man-
`agement that decided who would
`be on the board,” he notes. “People
`in the ofiices made those decisions.
`
`“When the board met, we took
`
`Participants were
`_ encouraged to speak
`frankly on any concerns
`they may have about
`the way things are done
`at Katz and to also make
`
`suggestions on improving
`businesspractices.
`
`
`
`it a few steps further. Next, we
`suggested the board leadership
`' should be from the members, not
`from TV Group management.”
`Mark Turner, director of TV
`Alike Hugger taking notes
`Continued on page 3
`
`
`American’s Flag Award Winners: Creative, Persistent
`Conlimiedfrom page I ‘
`
`Curry, of the New York Blue
`team, for example, saw a point of
`purchase display for a new sports
`drink by Everlast at his local gym
`and wondered about its potential
`distribution in Buffalo.
`
`When he found out that it was
`
`distributed in Buffalo, Matt pitched
`the agency, Ketchum, on a spon-
`sorship of The Jim Kelly Show.
`Even though Everlast had not
`-advertised on TV‘ in Buffalo, the
`agency liked the idea. However,
`there was no broadcast budget.
`Matt
`asked
`our
`station,
`
`“All these salespeople
`could have stopped at
`variouspoints and would
`have received accolades
`
`on a great efiort, ”
`Michael says. “But they
`kept at it, found the people
`who could say yes,
`coordinated local eflorts
`with the client and got
`thejob done. ”
`
`WGRZ-TV, to approach the local
`distributor who agreed to kick in
`part of the cost. Matt went back to
`the agency who now told him they
`also needed client approval.
`The client, A&W, was pre-
`sented the sponsorship. They ap-
`proved and Ketchum bought the
`package.
`David Matthews of New
`
`York’s Eagles team, helped orga- "
`nize and coordinate a cross-media
`
`promotional event for a new prod-
`uct
`introduction —— David and
`
`Dino’s Pasta.
`
`Continued on page 3
`
`
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`
`The TV Group Advisory Boar
`Coiiliiirledfioni page 2
`
`d: ‘Speaking Frankly
`
`Group ofiices based in Charlotte,
`was named chairman of the advi-
`
`sory board; Stu Zuckerman ofNew
`York, vice-chairman;
`and Ed
`Adams of St. Louis, secretary.
`Mark agrees that candor was
`the order of the day. “The board
`turned out to be a great forum for
`individuals in different areas of the
`
`company to give input to manage-
`ment on the direction Katz is going
`and how to improve it,” he says.
`Three areas of concern voiced
`
`While thefirst
`meeting centered on
`personnel and benefits
`issues, Tom sees
`
`the board evolving.
`— “It will address such
`
`areas as new business
`
`and new revenue
`
`sources, ” he says.
`“Many ofthe best
`ideas have comefrom
`people in line sales. ”
`
`modified and improved. And to
`answer
`concerns
`about
`career
`
`paths, there will be improvements
`made in such areas as posting job
`openings on an electronic bulletin
`board by the division presiden
`and Mark.
`~
`
`first meeting
`the
`While
`centered on personnel
`and
`benefits issues, Tom sees the
`board evolving. “It will ad-
`dress such areas as new busi-
`
`ness
`
`and
`
`new
`
`revenue
`
`by the board —— compensation,
`benefits and career paths — have
`people in line sales.”
`already begun to be addressed.
`Mark says future meetings
`A restructured compensation
`will turn to rebuilding Katz’
`program went into etfect January
`Continued on page 4
`1st". The 401k program has been
`
`
`sources,” he says. “Many of
`the best ideas have come from
`
`
`
`American’s Flag Award Winners:
`Creative, Persistent
`
`Continuedfiom page 2
`
`With the help of Katz Radio and
`Katz Continental, David helped gar-
`ner dollars for both TV and radio cli-
`
`ents in Dallas and Columbia, South
`Carolina.
`Brian Donahue of Katz Televi-
`
`began
`sion, Washington D.C.,
`working with the Toyota account in
`July. Brian knew the agency, Pivec
`Advertising, was looking for ways
`to make their ads stand out from all
`the others.
`
`He suggested a Toyota High
`School Athlete of the Week. The
`
`news department ofCharleston-Hun-
`tington, West V1rginia’s WSAZ-TV
`agreed to the on-going segment.
`Brian pitched the schedule and
`closed the deal for an eight-month
`order.
`
`Not only did Brian get a great
`order, Michael notes, but he went a
`long way dispelling one ofthe myths
`that an account can be better served
`
`by going local because of access to
`special events and promotions.
`In Dallas, Beth Pfelferle, saw
`an opportunity with Venture Stores.
`It had been one ofthe charter adver-
`
`tisers of KSDK/St Louis’ Mid-West
`
`Holiday Parade, but this year its par-
`ticipation was at risk because ofmar-
`ket expansion and no extra budget
`from whi ch to draw.
`
`Beth persevered, sold it as part
`of the regular schedule, and got 10
`percent more dollars for the sponsor-
`ship. KSDK received a terrific share
`and substantially more in billing over
`the prior year.
`
`Continental’s
`
`Award Winners:
`
`Team Work
`
`Canlimiea'_fi'om page I
`
`recipients. We are very proud of
`this ofiice’s performance,” says
`Jack.
`
`'
`
`John Hoffman, sales man-
`ager, said the group can always be
`counted on to have outstanding or-
`ders including great shares, specials
`and high unit rates.
`'
`The award-winning staff in-
`cludes Mark Idalski,
`Jenny
`Shebib, Susan Hardy and David
`Blaszkowski, who is now located ‘
`in Continental’s Chicago office.
`David attributes his experience in
`the Detroit office, and the successes
`enjoyed there, with his continued
`achievement in the company.
`
`
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`J Katz National’s “Incentive_Bowl” Winners
`
`National’s third quarter perfor-
`mance bonuses have been an-
`nounced by Marty Ozer, presi-
`dent, giving name to the most
`valuable player.
`Katz’s very own Super Bowl,
`more appropriately called the in-
`centive bowl, was held in New
`York, disguising itself as a sales
`contest.
`
`The field was drawn and
`
`posted, and each player was en-
`couraged to score big.
`Every sale billed at an addi-
`tional $5,000 over the previous
`year earned the player 10 yards on
`the field, a cash prize and a shot
`at the goal, the grand prize.
`
`“The team eflort
`displayed by this
`group is highly
`commendable,
`
`to say the leastfor
`their creativity. They
`all deserve a trip
`to the Super Bowl, ”
`~ Marty says.
`
`New York’s Rob Caravello
`
`was named the game’s most valu-
`able player with 1OO yards and,
`
`consequently, he won the final
`goal. Modestly, he takes no per-
`sonal credit, however, admitting
`that it was a real team effort.
`.
`Andy Giskin earned his team
`sixty yards and took home the
`second highest cash prize. Andy
`says the game created a lot of en-
`thusiasm.
`
`Paul Smith
`
`and Marvin
`
`also proved themselves
`Davis
`valuable team players, each with
`
`fifiy yards.
`“The team effort displayed by
`this group is highly commend-
`able, to say the least for their cre-
`ativity. They all deserve a trip to
`the Super Bowl,” Marty says.
`
`
`
`The TV Group Advisory Board: Speaking Frankly
`Coliliriiicdfioni page 3
`
`infrastructure and finding better
`ways to serve clients in t_he chang-
`ing business environment.
`Tom admits
`one
`
`concern
`
`brought up by the board surprised
`‘ New York management: that there.
`was a feeling that movement be-
`tween divisions was discouraged.
`“That may have been true in the
`past but
`it’s not any more,” he
`says. “I believe each division has a
`unique personality and has found
`ways to deal with the concerns of
`their clients. Movement of people
`between divisions broadens the
`experience base from which to
`draw. Through such interdivisional
`movement,
`the great
`ideas of
`unique
`approaches
`that
`really
`worked well will be shared.”
`
`The next meeting
`ofthe board is
`scheduledfor
`February I 6 an.d
`all salespeople and
`
`managers are
`encouraged to share
`their thoughts with
`board members.
`
`The next meeting of the board
`'
`15 scheduled for February 16 and
`all salespeople and managers are
`
`encouraged to share their thoughts
`with board members.
`in addition to Mark, Stu and
`Ed, and New York management,
`Torn Olson, Jim Beloyianis, Jack
`Higgins, Mike Hugger, Marty Ozer
`and Lucille Luongo,
`advisory
`board members
`include:
`John
`
`Jay Deacon
`Crenna (Chicago),
`(Detroit), Toni Harrison (New
`York), Chris Jordan (New York),
`Julie McLain (Minneapolis), Dana
`Mulligan (Los Angeles), Peggy
`O’Neil (New York), Sant Perez
`(Atlanta), Claudia Powers (San
`Francisco), Brad Siegel
`(New
`York), Izzy Rostovsky (Los Ange-
`les), Steve Thompson (Chicago),
`Swain Weiner (New York) and Jay -
`Zeitchik (New York).
`
`
`
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` AI R A \/E3
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` THE K/XTZTELEVTSIONGTQOUP NEWSLETTER
`
`Continental sales executives
`and client stations winwith
`performance bonuses
`
`
`
`If there is any doubt about the value
`of experience in a sales organization,
`Sterling Swierk, a sales executive for
`Katz Continental’s West/West Central
`
`Sales Team in New York, may have laid
`
`it to rest during second quarter.
`Sterling, a cagey Katz veteran, cap-
`tured both a K-Bucks Award for his
`work on behalf of client station KT1AB-
`TV in Abilene and a Presidential Pat
`
`Continental employee to capture multi-
`ple performance bonuses for individual
`undertakings.
`A
`For KTAB — the station, not the
`KOSMIC program by the same
`name — Sterling demonstrated to Olive
`Garden restaurants how it could use
`
`$30,000 of its promotional budget more
`effectively by investing in “Kids Count
`Too,” a program in which school-age
`children are given safety tips and other
`(Continued on page 2)
`Albuquerque. He was the“ only
`
`
`for his sales efforts for KRQETV in
`
`Katz American Television Salutes
`Its Sales Force’s Winning Ways
`Katz American Televisiorfs American
`overcame numerous obstacles and won
`the battle
`
`Flag Award is a cash bonus recognizing
`sales efforts that go beyond the ordinary
`and expected. And in second quarter;
`the sales efforts of Katz American cer-
`
`tainly proved extraordinary.
`John Hendricks, of the Chicago of-
`fice, is the triumphant winner of the
`first-place American Flag Award. He
`sold a $969,000 Ameritech buy for
`WXYZTV in Detroit Up against a buyer
`with a history as an extremely tough
`1 negotiator, and a station whose rates
`were way above the market cost-per-
`. point, John pooled his resources,
`
`“His positioning was crucial,” explain-
`ed Bob Johnston, vice president and
`manager of the Chicago office “John
`truly went the extra distance to make
`the sale”
`
`Torn Buda and Jack Burns, both of
`the Detroit office, each took home
`second-place Flag Awards. Tom’s
`endeavor was accomplished by his per-
`sistence and sales ability.
`“It took hard work and perseverance,
`but after more than two years T‘om
`(Continued on page 3)
`
`Summer 1993
`
`Summer sizzles for
`Katz National
`
`incentive Winners
`A pool of chits for the Sabers Team,
`an emphasis on local event-marketing
`opportunities for the Swords Team and
`a lot of cash awards made summer siz
`zle for winners of Katz National Televi-
`
`sion’s second-quarter incentive prizes.
`Jim Chittick of National’s Detroit of-
`fice was the Golden “J” winner for the
`
`quarter, turning around some accounts
`that were anti-independent and anti-
`Fox. For Tampa’s annual Beaches
`Festival, for example, Jim brought in
`Chevrolet’s Camaro, among other spon-
`sors, for WAWST'Vflacksonville. Billing
`for WFTSTV/I‘ampa-St Petersburg, he
`noted, was up 150 percent
`For the Sabers team, chits worth $50
`each were created and for every $5,000
`in orders brought in above last year’s
`total, sales executives received one chit
`In addition, all their chits were plac-
`ed in a pool and a winner was drawn
`for a grand prize cash award The more
`chits accumulated, the better the
`chance of winning and Andy Gisken
`of New York won the big prize
`Other incentive winners were: Paul
`
`Smith, Rob Caravello, Marvin Davis and
`Michelle Langsam, all of New York;
`Keven Cahill of Seattle and Tony San-
`tino of San Francisco; in Los Angeles,
`Sandie Larrza, Todd Farber and Jude
`Iversonl
`(Continued on page 2)
`
`
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`
`
`Katz National incentive winners.
`(Continuedfrom page 1)
`
`Detroit office winners were Jim
`Chittick and Kristi Heft; in Dallas, Linda
`Mulkey and Ted Gurley; in Chicago,
`Marilyn Mclnerney and Jim
`McDonough.
`Rounding out the Sabers team incen-
`tive winners were Debbie Ryan of Tarn-
`pa and Peg Schabes of Minneapolis.
`In all, the team brought in a $1.3
`million increase in billing for 75
`targeted accounts over the same period
`last year, said Paul Wilson, New York
`sales manager for the Sabers.
`National’s Swords team won its in-
`
`centives for bringing in sponsorship
`commitments in local event-marketing
`opportunities.
`T For Clippers post-season play on
`KCOP in Los Angeles, incentive win-
`ners were Linda M_ulkey of Dallas,
`Glenn Littman and ’Ibni l-larrision, both
`of New York, Meredith Walters of
`Chicago and Karen Meister of
`Washington, D.C.
`_.
`Portland’s annual starlight parade
`brought incentives to Glenn 'Littman,
`
`Continental bonuses
`(Continuedfrom page 1)
`'
`
`helpful hints via 30-second spots.
`Sterling’s Presidential Pat also involv-
`ed Olive Garden, which he persuaded
`to buy a Fourth of July Celebration
`sponsorship from KRQE worth some
`$15,000. This program included a live
`telecast of fireworks from ‘a local air
`
`force base as well as on-site signage for
`the restaurant.
`
`So what is Sterling’s advice to the
`young and the hungry?
`“Do your homework and push pro-
`motional opportunities on everyone,”
`he says. “If you don’t offer it, you’re not
`going to sell it You also have to go above
`the buyer level and just keep working
`your way up theladder to sell a pro-
`motion. And you have to get your sta-
`tion people involved on a local basis
`
`Toni Harrison and Mike Tutelman, all
`of New York; Carol Weinstein of Los
`Angeles and Diana Branz of St. Louis.
`“For some of the events, our people
`really had to go beyond the call of du-
`ty,” noted Stu Zuckerman, national sales
`manager of the Swords team.
`A special on KBHK-TV in San Fran-
`cisco hosted by area personality Ralph
`Barbieri allowed Carol Cohen of New
`
`‘York and Tom Sheehy of Los Angeles
`to shine and win awards.
`“This is a station that doesn’t have a
`
`regular newscast or cover sports, so a
`special event local broadcast is a ma-
`jor deal for them and our salespeople,”
`Stu said
`
`_ “Our division turned in a stellar per-
`formance,” said Marty Ozer, Katz
`National president. “They did an
`outstanding job for our clients and for
`Karz. The nice thing is they would work
`just as hard without the incentives,
`but it’s gratifying to be able to re-
`ward them.”
`
`and make sure they’re getting out to the
`franchises.”
`Other winners of the K-Bucks Award
`
`“Do your
`
`homework and
`
`push promotional
`
`opportunities
`
`on everyone”
`
`were Anne Mulvaney of the Min-
`neapolis office and Greg O’Brien and
`Rick Herman, both from New York.
`Anne’s K-Bucks honors were the
`
`(Continued on page .3)
`
`Cbnfinenafln1StLoufi
`hehmlMARAi4uaumra
`
`get the picture
`
`Ifyou saw one of NAPA’s TV
`commercials in Wisconsin last
`
`year you’ve been working too
`hard, because NAPA hasn’t run *
`television in the Dairy State in
`about 10 years. However; the
`company’s absencefrom the TV
`airwaves just came to an end
`thanks to Continentals St. Louis
`
`office
`After three years of trying to
`persuade the auto parts maker
`to buy a Green Bay Packers
`sponsorship throughout the
`state, Ed Adams, the St. Louis
`o_ffice’s vice president and
`manager, signed NAPA to a
`sponsorship for pre-season.
`What’s unusual about the
`
`deal is that the spot that NAPA
`is running wasn’t written lryan
`agency but by Ed himself, who
`then had it made into a
`
`storyboard by Vinny Della Ratta
`and Joe Dzialo from the Kate
`Creative Services department
`in New York. The spot was then
`produced by client station
`WBAY-TV in Green Bay and
`aired on Kate stations through-
`out the state
`
`“The deal worked,” Ed says,
`“because our client stations
`
`could really deliver the demo
`NAPA was looking for and
`because we were willing to go
`the extra distance to make it
`
`work—- even if it meant writing
`the spot and creating the
`storyboard ourselves.”
`The deal will put nearly
`$10,000 in additional billings on
`Kate client stations throughout
`the state
`
`
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`
`AWRT honors Katz Television Group
`Confers Star Award at national convention
`
`The Katz Television Group was
`honored for its commitment to
`
`to companies in media annually,
`she said.
`
`says Lucille Luongo, senior vice presi-
`dent for corporate communications at
`women’s issues this spring when it was
`Katz and a Northeast area vice presi-
`given a Star Award by American
`dent for AWRT. The group, the largest
`Women in Radio & Television (AWKT).
`women’s organization in the media in-
`dustry, confers only three Star Awards
`The award is particularly prestigious,
`
`
`The award was presented to Katz
`Chairman Jim Greenwald at AWRT’s
`
`annual convention in Orlando, Florida.
`
`
`
`Katz American salutes sales force
`(Continuedfrom page 1)
`
`finally secured a sponsorship for the
`Katz New England Network,” explained
`Karen Nielsen, vice president and
`manager of the Detroit office
`Torn began his battle two-and-a-half
`years ago when he first pitched the idea
`of buying the regional network to agen- ‘
`cy buyers for Jeep/Eagle dealers. They
`were unreceptive The following year,
`he sold a one-timeonly sponsorship in
`the network’s program “Tall Ships” to
`the agency just to prove that this, in-
`deed, was a valuable property. The
`dealers loved it and so, finally,Tom was
`able to close a $24,000 three-month
`sponsorship in “Discover New England,”
`which is expected to become an on-
`going source of revenue for the Katz
`New England Network.
`Jack’s success in winning a “Count-
`down to Kickoff ’93” full sponsorship
`with auto exclusivity to Chrys1er/Ieep/
`Eagle for WCMH in Columbus can also
`be attributed to his persistence and
`dedication.
`
`Last year; the first year of the “Count-
`down to Kickoff,” Jack pitched his new
`sports-vehicle opportunity to several
`buyers, all of whom were interested but
`too apprehensive to commit the
`$90,000. Refusing to give up, he Went
`back to them with »a scaled-down
`
`“Countdown to Kickoff ’93” package,
`this time beefing it back up to $90,000.
`Faced with resistancefrom clients, Jack
`decided to stick to his original plan and
`after multiple conference calls, letters
`
`I “Looking at the
`
`diversity of these
`
`exceptional sales
`
`ej}’orts...it’s obvious
`
`our sales force has
`
`embraced the
`
`Flag Awards and
`
`that every sales ex-
`
`ecutive has a shot at
`
`winning.”
`
`package, which was a hit This year, just
`weeks after the ’92 Football season end-
`
`and face-to-face pitches, Jeep commit-
`ted to a “’93/94 Countdown to Kickoff’
`
`ed and before the station had prepared
`_ any presentations, Jack put together his
`
`renewal at the full $90,000 participa-
`tion level.
`
`Third-place American Flag award
`winners, also recognized for their
`outstanding performances in second
`quarter; included Dana Mulligan of the
`Los Angeles office, who sold the
`KOMO-TV Fourth of July telecast to
`Hormel for more than the original
`order. In addition, Dana and Mary
`Randel, also a third-place victor from
`the Los Angeles office, teamed up to
`sell American Honda a $36,000 spot
`in the Cheers Finale on WKYGTV
`in Cleveland.
`
`The list goes on Ray Mendlesohn of
`the Cleveland office sold Arby’s a
`$24,000 Pittsburgh Penguins Hockey
`sponsorship on WTAE; Debbie Aaron-
`son, out of New York sold a $38,000
`“Beat The Pro” local golf sponsorship
`to Kraft General Foods on behalf of sta-
`
`tion WKYC; Dave Matthews created,
`negotiated and sold a 1993 US Open
`package for the Fila account on behalf
`of KDFW-TV in Dallas; and Tad ’ll‘eanor
`of the Minneapolis office booked a
`$17,500 order for Redwing Shoes on
`the Katz Television Network.
`
`“Looking at the diversity of these ex-
`ceptional sales efforts, it’s obvious our
`sales force has embraced the Flag
`Awards and that every American sales
`executive has a shot at winning,” said
`Michael Hugger, president, Katz
`American Television.
`
`
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`KATZ002454
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`Katz Continental performance bonuses
`
`(Continuedfrom page 2)
`
`result of a Weather School sponsorship
`she sold to Musicland Group, which
`brought in ,825,000 for client station
`WIFR-TV in" Rockford, Illinois. The
`Weather School is a syndicated package
`of workbooks and computer software
`that requires students to watch the sta-
`tion’s weather reports to complete the
`work.
`_
`The sponsorship was bought by
`Musicland for its Media Play subsidiary,
`a chain of stores that sells primarily
`educational software and books. This
`created one of those “win-win” situa-
`
`tions that benefitted everyone involved
`“There was not only a heavy educa-
`tional tiein for the sponsor, but the fact
`that students had to watch the weather
`
`reports will hype your news numbers,”
`Anne says. “Everyone came out a
`if. winner-—the clients, the station and the
`
`community—-all for $25,000.”
`Greg’s performance bonus was the
`result of two deals he closed on behalf
`
`of WTVG in Tbledo and WKEF in
`Dayton In the Toledo deal, Greg step
`ped out of the role of the rep and
`became a promotion direcmor; arranging
`an agreement between Princess Hotels,
`WTVG and Miller Beer.
`
`“In just two
`
`quarters, these bonus
`
`incentives have
`
`proven to be ‘very
`
`successful. .
`
`. .”
`
`Under the agreement, Princess
`Hotels offered the station a free Carib-
`
`bean vacation in exchange for air time.
`The station then offered the vacation
`
`as aprize for a contest sponsored by
`Miller Beer. Without the promotion,
`
`Greg says, Miller would have put their
`budget for the Toledo market entirely
`on the independent television station
`in the market
`
`As a result of the promotion, WTVG
`got the lion’s share of Miller’s buy in
`the market instead of getting shut out
`completely.
`I
`For Continental’s Dayton station,
`
`Greg worked out a similar arrangement
`with WKEF and Princess Hotels for Hot-
`
`N-Now, a chain of fast-food hamburger
`establishments. The Caribbean vaca-
`
`tion was then offered as part of a Cin-
`cinnati Reds trivia contest sponsored
`by Hot-N-Now, in which a sports ques-
`tion was asked each night during
`WKEF’s evening news sports wrap-up
`Viewers would then call in their
`
`answers to be eligible for Reds tickets
`and a grand prize drawing to determine
`the winner of the Caribbean vacation.
`
`“Selling this promotion as a share
`enhancer allowed WKEF to move from
`
`25 to 50 percent of the business,”
`says Greg.
`Rick’s K-Bucks award was the result
`
`of his contributions to a threeyear coor-
`dinated effort by the New York,
`Charlotte and Atlanta offices to per-
`suade l-Iardee’s to advertise on televi-
`sion in three additional markets in
`which Continental has client stations-
`
`Laurel-Hattiesburg, Meridian and Biloxi
`Previously, the fast-food marketer on-
`ly used radio and print in those three
`markets.
`
`As a result, WDAM-TV, WTOK-TV
`and WLOX-TV could add as much as
`
`$300,000 in national billings this year
`“If there were ever a deal where all
`
`the pieces were in place,” says Rick, “this
`was it.” However, closing was by no
`means easy as it took three years to
`complete the deal.
`‘‘It was like just hitting your head
`against the wall,” Rick recalls “But final-
`ly the deal came through.”
`
`Also receiving recognition for this
`concerted campaign were Rick’s
`boss, Jerry Spinosq vice president and
`New York manager of Continental’s
`South Central Station Group, who
`
`“If there were ever
`
`_a deal where all
`
`the pieces were in
`
`place, this was it.”
`
`was awarded a Presidential Pat; Mark
`Turner, vice president, manager of the
`Charlotte office and director
`
`of TV group offices, who received
`a special performance bonus; and
`Don Kirk, manager of the Atlanta of-
`fice, who also received a special per-
`formance bonus.
`
`For the second consecutive quarter,
`New York’s East Team won a perfor-
`mance bonus for executing the best
`business plan.
`“From a creativity standpoint to
`strategic planning to execution to
`monitoring, the plan was flawless and
`all of Continental is grateful for the
`benefits that will come of it,” said Jack
`
`Higgins, Continental’s president.
`New York’s West/West Central Team
`
`was awarded a bonus for runner up.
`“In just two quarters, these bonus in-
`centives have proven to be very suc-
`cessful in rewarding salespeople who
`make the extra effort to close the sale,”
`
`Jack says. “But perhaps even more
`importantly,
`the bonuses have
`helped spark a lot of enthusiasm and
`friendly competition that will ulti-
`mately benefit our people and client
`stations alike”
`
`
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` Katz
`
`ON THE
`
`El
`
`OVG
`
`Katz Communications, Inc.
`FaHl994
`
`Network Sales Departments
`Ease and Efficiency
`Selling Stations With
`
`
`
`,_,_m. .
`
`The KRG Network Department. Back row, from left: lra Veridiano, sales coordinator; Deborah Kurtz, sales assistant; Simone Mavros, sales assis-
`tant; Lynn McAuiiffe. sales assistant; Renee St. Furcy, sales assistant; Jennifer Pugliese, account executive; Mike Donnelly, sales coordinator".
`Louise Kaiechstein, account executive; Paula Post, operations manager; and Don Bricker, sales assistant. Seated: Darrin Klayman, vice president,
`general sales manager; Bonnie Press. senior vice president. general manager, KRG Sales; and Barbara Grosiak, vice president, regional manager.
`
`with one network salesperson and one invoice.
`Selling advertising space has come a long way since Emanuel
`“We have the job no one else wants,” says Darrin
`Katz first founded media sales representation in 1888. Today,
`Klayman, vice president, general sales manager, KRG Net-
`Katz sales pitches offer advertisers everything from extensive
`work. “We are responsible for knowing and selling all mar-
`research studies to programming analyses and customized
`kets. We supply the advertiser with a complete spectrum of
`marketing strategies. But the Katz Radio Group Network and
`opportunities and the radio stations to support whatever pro-
`the Katz Television Group Marketing & Network Sales De-
`gram is executed.”
`partment position sales in another way. They pledge compre-
`The “we” Danin is referring to includes Barbara
`hensive media planning for the advertiser, while offering con-
`Grosiak, vice president, regional manager; Lisa Beth Napp,
`venience and efficiency to the agency.
`senior account executive; Louise Kalechstein, account execu-
`Since 1984, the KRG Network has been selling KRG-
`tive; Jennifer Pugliese, account executive; Paula Post, opera-
`represented radio stations in a group form to allow advertisers
`tions manager; Mike Donnelly, sales coordinator; and Ira
`to customize their media coverage. Whether for national, re-
`Veridiano, sales coordinator. They constitute KRGN’s New
`gional or multiple-market coverage, advertisers are able to pur-
`York office, which is supported by a team ofsuperb assistants.
`chase space on any given number of our stations through one
`They include: Don Bricker, Renee St. Furcy, Lynn McAuliffe,
`transaction. It’s called “single-source execution” and it means
`Simone Mavros and Deborah Kurtz. In Los Angeles, the
`advertisers and their agencies secure a multiple-station buy
`{continued on page 3)—
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`3‘...-
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`l(a1zAthle_tes Endthe Softball
`
`The softball season is now over and our male and
`
`female athletes represented us well. This year, the women’s
`softball team placed fourth for the season. The men’s team
`placed first, with a 12-0 record Unfortunately, however, the
`men’s team was knocked out of the playoffs in the quarter
`finals.
`
`This year’s female players were Tara Barnet, Chris-
`tine Canova, Sue DeFrancesco, Stephanie Ferguson, Angu
`Ghany, Margaret Hughes, Regina Kitson, Keri Larsen, Marie
`
`
`
`Pictured from left: Joe Rodriquez. Rich Lacourciere. Shawn Feddeler, Mike O’Flynn,
`Pete Schlossmacher, Mike Rothbard, Chris Topf, Dave Whitney, Joe Napolitano, Neil
`Viserto, Mark Feller, John Kaufman and Steve Rembe.
`
`
`
`Lequillow, Jillian McAlley, Penny Miclo, Elyse Osborne, Car-
`rie Panichi, Diane Viscovich, Gail Weinraub and April Wilson
`This year’ s male players were Shawn Feddeler, Mark
`Feller, John Kaufman, Rich Lacourciere, Bob McCauley, Joe
`Napolitano, Mike O’Flynn, Steve Rembe, Joe Rodriquez, Mike
`Rothbard, Pete Schlossrnacher, Chris Topf, Neil Viserto and
`Dave Whitney.
`Both teams participated in -the Corporate Sports As-
`sociation softball league. All games were held at either the
`63rd Street or 86th Street fields in Central Park
`
`
`Back rovv, from left: Penny Miclo, Marie Lequillow, Christine Canova, Diane Vrscovich.
`Gail Weinraub, Sue DeFrancesco, Elyse Osborne and Keri Larsen. Kneeling. from
`left: Regina Kitson, Jillian McAlley and Stephanie Ferguson.
`
`Katz Encourages-Health With Company-Sponsored Fair
`
`In today’s day and age work often takes precedent
`over health. As aresult, many companies have turned to health
`fairs to promote their employees’ good health and well-being.
`Katz hasjoined that growing number ofconcerned companies
`and, in July, sponsored a three-day health forum, organized by
`the Human Resources Department
`The Human Resources staff spent months coordinat-
`ing with various healthcare organizations to bring Katz’s first
`health fair to life. The department researched extensively and
`explored various avenues before putting together a program
`that would be both comprehensive and informative.
`“Educating and encouraging our employees to take
`preventive measures against ill health was our intention for
`fair,” said Kim Ruane, vice president, director ofhuman
`.
`~
`_;_,.resotrrces. “Our department is dedicated to providing employ-
`ees with a beneficial service.”
`
`Foundation, American Heart Association, Working Families, US
`Healthcare, Heart to Heart, The American Cancer Society,
`YMCA, Sanus HMO and HIP HMO were on hand to answer
`questions and provide informational material. Specialized ser-
`vices were also provided. Vision screening was performed by
`a representative from HIP HMO. Sanus HMO provided three-
`page, computerized health profiles and blood pressure testing.
`The YMCA tested body fat levels and cholesterol testing was
`available, courtesy ofUS Healthcare.
`In total, 183 computerized health profiles, 96 blood
`pressures and 135 cholesterol tests were recorded, with only
`five abnormal cholesterol results.
`-
`“Response to the fair far exceeded our expectations,”
`said Marie Lequillow, employee benefits manager. “It is ex-
`tremely gratifying to_ coordinate a service for our employees
`that they receive so well. The acceptance has motivated us to
`work even harder for the next one.”
`
`The three-day event drew more than 400 employees to
`the Katzeteria Representatives from The American Diabetes
`
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`KATZ002457
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`I
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`A
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`agencies and showcase their unique product directly to the
`key decision makers.
`“Unwired is a valuable tool for _every advertiser that
`does not ufilize spot television as an integral component ofits
`media strategy,” says Jamie Korsen. “No brand performs con-
`sistently across every market. Our philosophy is that a portion
`ofnetwork dollars should be spent in spot or unwired in order
`to adequately address regional sales variations.”
`With more than 200 markets and 98 percent coverage _
`ofthe country, the Katz TV Ne