| Case
Study
A year of sluggish sales
created staff retention problems when PRP took over the station’s
underwriting sales in February. A smattering of underwriters
sat
on drive-times, leaving weekend inventory under-utilized.
PRP reduced pricing on prime
day-parts by 74% and created a summer sales package with pricing
incentives to buy all day-parts.
The summer sales package and
new pricing gave the rookie sales staff a fun way to meet the
buying
community with a great offer. By July, station was selling 98%
of all inventory. During our first year, PRP increased revenues
over
the prior fiscal year by 64%.
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