Selling Speed: The MRN NASCAR Local Sales Podcast

As a media sales professional we sometimes have to have tough conversations with our clients. This one might be the most important for both of you, convincing them to use the correct level of spending to produce the most impact for their business.We also look at a new study that proves once again that radio sells cars.Links from the newsletter version:Twitter Post Examining 2024 Car SponsorsMedia Audit Study of NYC Radio Listeners Car Buying Plans2023 NASCAR NextGen Fan Study#NASCAR#Sales#Media#Radio#Advertising#Sports#Marketing Hosted on Acast. See acast.com/privacy for more information.

Stations always ask what non-traditional advertising categories might be available and make sense for NASCAR. On a recent visit to our affiliate in Jacksonville, FL, Station owner Steve Griffin and General Sales Manager Ken Brady sang the praises of their account executive Stacey Haskell for selling NASCAR to a local union. This month, we find out more about her relationship with UA Local 234 and why NASCAR and 101XL works for them.1010XL WebsiteNASCAR PageYouTube Live StreamUA Local 234#NASCAR#Sports#Media#Radio#Advertising#Marketing#Sales Hosted on Acast. See acast.com/privacy for more information.

A just announced NASCAR Official partnership can be looked upon as a local opportunity and as an example to follow when pitching multiple location businesses in your area,Suburban PropaneSuburban Propane 2nd link2024 TV Viewership Gains2024 TV Auto Racing Broadcast Rankings#NASCAR#Sports#Media#Radio#Advertising#Marketing Hosted on Acast. See acast.com/privacy for more information.

In this month's Selling Speed we look at why this is a good time to pitch 2025 NASCAR programming and some strategies to get the order.Link to 2023 NASCAR NextGen Fan Study#NASCAR#Sports#Media#Sales#Marketing#Advertising#Radio Hosted on Acast. See acast.com/privacy for more information.

Things should be easy to sell if they are new and exciting, but what happens when it's your 10th year of NASCAR…your 25th…your 40th? We have a handful of stations that have aired every NASCAR race we have produced since we began in 1970…how do they stay excited? We'll explore it in this month's episode of Selling Speed, The Podcast!Links Mentioned in Episode:Adam Stern of Sports Business Journal Tweet on The CWThe NASCAR Xfinity Series on The CW2023 NASCAR NextGen Fan StudyRadio Ink "Radio Triumphs Over TV, Beating 12x Ad Spend for Tax Prep"Cumulus/Westwood One Blog on Tax Prep#NASCAR #Radio #Sports #Media #Advertising #Sales #Business #Marketing Hosted on Acast. See acast.com/privacy for more information.

Selling never stops for radio and for NASCAR. Here a a couple NASCAR deals that might lead to local sales.Links:Goodyear deal from Global Data2023 NASCAR Next Gen Fan StudyStraight Talk Wireless dealBraves at Bristol Motor SpeedwayLet me help you connect the dots to new revenue, 704-262-6713 or bquick@mrn.com.#NASCAR#sports#media#radio#sales#marketing Hosted on Acast. See acast.com/privacy for more information.

NASCAR has broad appeal, but many advertisers don't know that. The NASCAR fan might be the unique audience that an uncommon advertiser might be looking for.Mentioned in this episode:Snapchat sponsors Xfinity team at Chicago2023 NASCAR NextGen Fan StudyKatz Radio Group Media Trustworthiness Study#NASCAR#Radio#Sports#Marketing#Media#Sales#Advertising Hosted on Acast. See acast.com/privacy for more information.

Much like the changing makeup of the American population, the NASCAR fan is changing and there are sales opportunities we can take advantage of because of it.Also covered what we know about the 2025 schedule so far.#sales#sports#radio#advertising#marketing#media#NASCAR Hosted on Acast. See acast.com/privacy for more information.

Seasoned pros to rookies...these are three common mistakes radio stations make selling NASCAR.Link to 2023 NASCAR NextGen Fan Study#NASCAR#Sports#Radio#Marketing#Media#Advertising#Business#Sales Hosted on Acast. See acast.com/privacy for more information.

In this episode we look at selling our short form ancillary programming.Links mentioned this month:2024 MRN Sales KitSelling Speed: 2022 January (Best practices for selling races)Selling Speed: 2022 September (with Loyd Ford & Ed Knight-Selling NASCAR)Audio 1 Support for new XDSCall Audio 1 at 214-396-9405 or Email support@audio1.comWeather Delays and Affiliate Bulletins@4MRNAffiliates Hosted on Acast. See acast.com/privacy for more information.

NASCAR negotiated with 5 TV partners for its new broadcast deal spanning from 2025-2031. There are three main reasons how these new deals will help you sell NASCAR to your local radio clients.Links Mentioned:NASCAR TV Deal DetailsMore on the dealsRestaurant Growth TroublesRed Lobster's Miss#NASCAR#Sports#Marketing#Media#Radio#Advertising#Sales Hosted on Acast. See acast.com/privacy for more information.

This is an extra episode of Selling Speed where we will play the audio from our latest sales webinar looking at the 2023 NASCAR Next Gen Fan Study. Follow the links in the show notes to download your copy of the presentation and the webinar video. It's very powerful selling information to help you mine for new business, find places to promote the race broadcasts, and defeat objections.Links referenced in this episode:2023 NASCAR Next Gen Fan Study PowerPoint2023 NASCAR Next Gen Fan Study Webinar Video#NASCAR#Radio#Sports#Media#Marketing#Sales#Advertising#Business Hosted on Acast. See acast.com/privacy for more information.

Way back in 2016, one of my very first Selling Speed articles (before we expanded to a podcast version), we looked at the common objections stations get when selling NASCAR. The objections haven't changed but there is some new data we can add to help fight the good fight. So, we'll revisit what I wrote in 2016 and add a little 2023 color just in time for selling your 2024 NASCAR packages…Links referenced in this episode:NFL & MLB research on fans who listen to the radio while watching their games.U.S. Regional Population2023 NASCAR Next Gen Fan Study PowerPoint2023 NASCAR Next Gen Fan Study Webinar Video#NASCAR#Radio#Sports#Media#Marketing#Sales#Advertising#Business Hosted on Acast. See acast.com/privacy for more information.

Breaking Through...to a new ad category. Richard Childress Racing added sponsorship recently to the number 3 & 8 cars with mega personal injury law firm Morgan & Morgan. This is an ad category I have been talking about since I sold local radio and why there needs to be more of this category on the radio. We talk about why radio and NASCAR make sense for personal injury lawyers in this episoide.Links:Richard Childress RacingMorgan & MorganSurvey Question#radio#sales#NASCAR#Sports#media#advertising#marketing Hosted on Acast. See acast.com/privacy for more information.

Those of us of a certain age remember the great Paul Harvey and his newscasts each noon daily for decades on radio stations across the country. There has been so much good news on the NASCAR scene this season, I'm sure you have not been able to keep up. These items are presented to you to help spread the news of the growth of the sport, to help you engage with your clients who are fans and continue to defeat the uninformed “NASCAR is dying” objection/opinion when faced with it.So, I will attempt to inform and entertain as the late Mr. Harvey once did…and now the news! Links to the 8 news stories mentioned in the podcast are below.· Goodyear's NASCAR Sponsorship Tops All· The Business of NASCAR in 2023· Sellouts, we've had a lot of them including Pocono· “Windy City” Economic Impact from NASCAR· NASCAR Next Gen Fan Study· NASCAR Day Giveathon· NASCAR's Ben Kennedy Named to SBJ's "40 Under 40" List#NASCAR#advertising#sports#radio#media#marketing#sales· A NASCAR/NFL Connection Hosted on Acast. See acast.com/privacy for more information.

In this BONUS episode we share the audio recording from NASCAR Next Gen Fan Study Webinar - MRN Lunch & Learn on June 7th. We revealed all the great data and sales information we got from our completed study of 5 markets using the Local Radio Analysis (LRA) product from FMR Associates. Download a copy of the presentation and the complete video recording for your sales efforts and for training new staff members at a later date.2023 NASCAR Nest Gen Fan StudyJune 7th MRN Lunch & Learn Video Recording#radio#sales#NASCAR#sports#marketing#media#advertising Hosted on Acast. See acast.com/privacy for more information.

A Selling Speed x The Encouragers: The Radio Rally crossover episode entitled "The Next Gen NASCAR Fan Study" with Loyd Ford of Rainmaker Pathway Consulting Works, Kent Phillips from FMR Associates & TCCP Radio, and major market air talent Meg Butterly lends her talents to help keep us focused and on topic.Bob, Loyd, & Kent go over findings from a recent consumer study of the 21st century NASCAR fan and just how powerful the NASCAR brand is among almost all radio formats.#NASCAR#Radio#advertising#marketing#sales#sports#media Hosted on Acast. See acast.com/privacy for more information.

In this month's episode Bob interviews Marc Greenspan from Research Director, Inc. They discuss two of NASCAR fan's biggest strengths for sellers, loyalty and spending power.Links to the original Radio Ink articles written by Marc discussed in this episode:Selling Audience LoyaltySelling the Value of Your Older AudienceMARC GREENSPANFOUNDER/CEO - RESEARCH DIRECTOR, INC.Office: 410-295-6619 x11mgreenspan@ResearchDirectorInc.com#sales#NASCAR#radio#sports#media#advertising#marketing Hosted on Acast. See acast.com/privacy for more information.

The winning team at the 2023 Daytona 500 has a unique sponsorship model that we can emulate on the local NASCAR sales level with a little creative thinking and a little creative selling.Links from this episode:Ricky Stenhouse, Jr.JTG Daugherty RacingKrogerKroger Vendor Program ArticleCottonelle JTG Sponsor Activation ArticleWDNG NASCAR Craftsman Truck Series Social PostWDNG Broadcasting at Daytona PicturesWLIJ NASCAR Coverage PostWECO NASCAR is Back Video Post Hosted on Acast. See acast.com/privacy for more information.

In this month's Selling Speed we look at legacy ideas that still have legs. Links mentioned in this episode:Legacy Motor Club#advertising#radio#marketing#sports#media#nascar Hosted on Acast. See acast.com/privacy for more information.

In this episode of Selling Speed we examine 4 categories that will spend billions on advertising in 2023 according to a recent BIA Advisory Services webinar.BIA Advisory Serviceshttp://www.biakelsey.com/Top Recession-Proof Opportunities for 2023 Webinar2022 Sports Business Journal reader survey Hosted on Acast. See acast.com/privacy for more information.

We discuss the massive momentum for NASCAR heading into their 75th Season and how it can relate to sales.Links included in the episode:GFKWDNG-AM "The New 95.1, The Mountain"#nascar#radio#sales#advertising#sports#marketing#media Hosted on Acast. See acast.com/privacy for more information.

The NASCAR Race to Revenues in 2023 event was a collaboration with Loyd Ford of Rainmaker Pathways Consulting Works, Alec Drake of Drake Media Group, and Ed Knight of WECO-FM radio. In this BONUS episode we talk about finding all the available revenue streams when you have an affiliation with Motor Racing Network and use NASCAR to enhance your selling, when is the best time to sell NASCAR on the calendar, NTR and other untraditional NASCAR targets, and so much more.Bob Quick, Sr. Manager Radio Partnerships - Motor Racing Network704-262-6713bquick@mrn.comLoyd Ford, Rainmaker Pathways Consulting Works864-448-4169ford@rainmakerpathway.comAlec Drake, Drake Media Group214-529-2007adrake@drakemediagroup.comEd Knight, WECO Radio Hosted on Acast. See acast.com/privacy for more information.

In this month's episode, we talk with Chris Fleming, EVP at El Dorado Broadcasters in Victorville, CA, a local radio broadcaster who has successfully sold digital products in multiple markets he has worked in. Here are some helpful links from the episode:To buy Chris' books:cdmediaconsulting.comWhat his digital news sites look like:HDdailynews.comHis email marketing partner:Site ImpactCreative services outsourcing website:fiverrNASCAR Foundation car donation program details:learn more about the program Our GDPR privacy policy was updated on August 8, 2022. Visit acast.com/privacy for more information.

In this month's episode, we explore prospecting the service industry for your NASCAR sales.Barrett Sports Media article link:https://barrettsportsmedia.com/2022/06/17/the-dental-industry-is-hot-and-your-hosts-can-help-you-rake-in-ad-dollars/Loyd Ford - Rainmaker Pathwayhttps://rainmakerpathway.com/ See acast.com/privacy for privacy and opt-out information.

In the May 2022 edition we interview Tony Garcia of Global Media Services and Now Media, home of the Bob & Sheri Show. The similarities between what Tony does on a daily basis and what I do here at MRN are almost identical even though the target demographics might be different. Fans of both Bob & Sheri and those of NASCAR are so completely loyal, that we can learn from one another the best way to promote, program, and sell our products.Contact Tony at Global Media Services, Now Media, or the Bob & Sheri Show or garciatony60@gmail.com.Link to a listing of MRN covered events from the ARCA Menards Series:2022 ARCA Menards Series schedule See acast.com/privacy for privacy and opt-out information.

This month we speak with Loyd Ford, radio consultant with Rainmaker Pathways Consulting. We discuss best practices for promoting, programming, and selling NASCAR plus talk about radio in general and the challenges local stations face in 2022.Find Loyd at rainmakerpathway.com.#NASCAR#Radio#Sales#Advertising#Marketing#Media#Sports#Business#Bisnus2Business See acast.com/privacy for privacy and opt-out information.

In the January edition we look at the success of the 2021 season, look ahead to the changes for the 2022 season, and how they affect sales. We go over the strengths of the loyalty and demographics of the NASCAR fan plus cover best practices for prospecting, packaging, and pricing. It is a replay of our January MRN NASCAR Local Sales webinar.Webinar video link:https://nascar-my.sharepoint.com/:v:/g/personal/rquick_mrn_com/Ec64LdU70VdHo_B9Vt68KuEB4XdhudI2xB_TpqOXYTX9zg?e=smAsZKPresentation deck link:https://nascar-my.sharepoint.com/:p:/g/personal/rquick_mrn_com/Efd8MfZ0efNAjnF2D7F62vwBRDUymxhrs26l5bBcUitK7g?e=oCv7VK See acast.com/privacy for privacy and opt-out information.

In the December edition, we look at updating our NASCAR packages and ahead to prepare for the 2022 season.

Using emerging online audio platforms to leverage local NASCAR radio sales

We look at "The Question" and how to defeat it in this month's edition.

We explore using the NASCAR Playoffs to spark 2022 sales. Links discussed in this episode: Kyle Larson sponsorship: https://apnews.com/article/technology-sports-business-auto-racing-formula-one-606642ed696ea380ffa48d2215b39ad4 Hendrick Automotive Locations: https://www.hendrickcars.com/locations/index.htm Jayski.com driver sponsor list: https://www.jayski.com/nascar-cup-series/2021-nascar-cup-series-team-driver-chart/ NASCAR Standings: https://www.nascar.com/standings/nascar-cup-series/ Hannah Newhouse All Access Women to Watch: https://www.allaccess.com/net-news/archive/story/209701/in-all-access-women-to-watch-column-charese-fruge-

We share a great idea to promote your stations and NASCAR to your local market...and make money from it.

As station employees wear more hats than just sales, efficient execution of MRN programming becomes more vital to save time and sell more

In this episode, we look at prospecting Business to Business clients and look at one of the most famous B2B NASCAR sponsors, Interstate Batteries. I reference this great article from Forbes as well: http://www.forbes.com/sites/gregengle/2021/05/05/how-a-30-year-long-nascar-sponsorship-came-to-be/

In this month's episode, we look at new brands using NASCAR in 2021 and what categories to mine for new business locally.

We hosted a local sales webinar for our Motor Racing Network affiliates to discuss the changes to the upcoming 2021 season and how they can lead to more sales.

The the August 2018 episode we dive deeper inside an affiliate mid-season upsale and extension and introduce you to NASCAR local sales expert Ed Knight from WECO-FM.