MISSOURI BROADCASTERS ASSOCIATION CONVENTION&AWARDS PRESENTATION JUNE 5-6, 2015 TAN-TAR-A RESORT LAKE OF THE OZARKS

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1 MISSOURI BROADCASTERS ASSOCIATION CONVENTION&AWARDS PRESENTATION JUNE 5-6, 2015 TAN-TAR-A RESORT LAKE OF THE OZARKS Register by May 14th for substantial discount, sign up today! 1

2 JOIN US FOR THE 2015 MBA CONVENTION & AWARDS PRESENTATION Enjoy Sessions more sessions for owners, and speakers managers, than ever sales, before digital, at beautiful programming, Tan-Tar-A Resort on Lake of the Ozarks! production, promotion, news and engineering all at beautiful Tan-Tar-A Resort at Lake of the Ozarks! Hello, We are pleased and excited to offer more sessions and speakers than ever at our 2015 MBA Convention this summer at the newly renovated Tan-Tar-A Resort at Lake of the Ozarks! For only $150 you can register your whole staff for these outstanding sessions, including a new day-long engineering seminar on Saturday. The MBA convention is an affordable investment in your team. Once again, we are offering early registration discounts on all sessions, meals and hotel rooms, including the MBA Hall of Fame & Awards Banquet on Saturday evening. And we promise a better banquet experience this year, starting with your gourmet meal served promptly at 6:30pm! I look forward to seeing you there! REGISTER BY MAY 14TH FOR SUBSTANTIAL DISCOUNTS ON SESSIONS, MEALS AND ROOMS. Danny Thomas Danny Thomas Missouri Broadcasters Association Board Chair The 2015 MBA Convention is packed with industry leading speakers. 2 Missouri Broadcasters Association Convention & Awards Presentation

3 THURSDAY, JUNE 4TH 6-9pm Board Meeting FRIDAY, JUNE 5TH 9-10:30am Graeme Newell: Best Practices for Building Viewer & Listener Loyalty 10:45-11:45am Jim Mathis: Change your Strategy Change Your Results Rob Russo: Unplugging Cable s Revenue Cord Matt Sunshine: Who Should You Target and How to Improve Your Sales Forecasting Noon-1:30pm Scholarship Awards (Lunch Served) The Honorable Blaine Luetkemeyer US Congressman, Missouri District 3 SATURDAY, JUNE 6TH 7:30am-8:45am Breakfast 9am-4pm Engineering Sessions Jay Tyler: Audio Consoles ENGINEERING BLOCK NEW IN 2015! Chris Crump: Telephone and Remote Noon-1:30pm ABIP Mock Inspection Panel (Lunch Served) Art Morris, Bob Moore Jeff Welton: Studio to Transmitter Raymond Simmons: Television Remote Equipment-Back Pack-video over cell phone 9-10am Jeffrey Hedquist: Analogue Storytelling For a Digital World 9-10:20am Annual Meeting and Legal Panel Meeting/Elections and update on issues 10am-Noon Al Tompkins: How to Find Stories and Sources That Others Miss 10:15am-Noon Jeffrey Hedquist: The 60-Second Copywriter 1:45-3:15pm John Potter: Digital Marketing in Small Markets Jim Mathis: Reinventing Your Sales Matt Sunshine: Lead Generation and a New Way of Cold Calling 1:45-5pm Chuck Mefford: Dominating Mental Real Estate (15 minute break at 3:15pm) 3:30-4:30pm Graeme Newell: Best Practices for Building New Revenue with Social Media David Layer-NAB: Future of Broadcast Radio & Television 5:45-7:30pm Lake Cruise (Cash Bar & Heavy Hors d oeuvres Served) 10:30am-Noon Digital Panel Deciphering the Matrix Moderator: Dan Shelley Panel: Kim Wilson, Liz Crider, Jeff Larmie 10:30am-Noon Mark Levy: Potholes 12:10-2pm News Panel (Lunch Served) Lessons Learned in Ferguson Moderator: Erin Hayes Panel: Michael Calhoun, Gary Gunter, Sharon Reed, Antonio French 2:15-3:45pm Carletta Clyatt: Art of Hiring Smart Al Tompkins: 10 Jaw-Droppingly Cool Online Tools 5:30-6:15pm* Reception 6:15-10pm* The Hall of Fame & Awards Banquet 10pm-Midnight* Chairman s Reception *Child care provided from 5:30pm-Midnight Register by May 14th for substantial discount, sign up today! 3

4 FRIDAY SESSIONS Graeme Newell 602 Communications Graeme Newell is a customer loyalty researcher and broadcast marketing expert who shows TV companies how to get viewers watching longer and more often. He turns casual viewers into passionate groupies who watch lots of TV. He is a world-renowned speaker, consultant and thought leader on emotional marketing. Emotional marketing creates powerful customer loyalty by reflecting the customer s deepest-held attitudes, values and core beliefs. Graeme shows companies how to transcend the standard consumer relationship, and build a deep friendship with customers. His presentations are packed full of the very best marketing in the world. Graeme s company, 602 Communications, has consulted all the major broadcast groups and global media companies such as CNN, Sony, Time-Warner, News Corp, and Disney. Graeme spent most of his career as a TV manager in LA, Phoenix, Atlanta and Columbus, Ohio. After years as both a frontline producer and manager, he started 602 Communications in Graeme lives in Raleigh, North Carolina. 9-10:30am #AllAttendees Opening Session: Best Practices for Building Viewer and Listener Loyalty As content choices continue to expand, the most powerful demonstration of a station s brand is no longer within the promos, but within the show itself. The new challenge is to seamlessly embed the station brand where it will be most effective within the show. Using new marketing research from the most successful stations in the nation, Graeme Newell shows how the best stations build powerful customer loyalty. 3:30 4:30pm #Sales Best Practices for Building New Revenue with Social Media In this example packed session, Graeme Newell shows how the best stations in the country are generating big dollars using social media. Learn how to build your brand and unleash a new source of revenue. See how smart stations are monetizing followers by selling lucrative packages to advertisers. You ll also learn how to grow your follower list by improving the quality and quantity of your posts. Jim Mathis J&L Mathis Group, Inc. Jim Mathis is an international Certified Speaking Professional (CSP), strategist and best-selling author. He has been writing, speaking and consulting for over 35 years. He helps leaders who want to reinvent themselves in changing economic climates. Jim has much to share about business marketing strategy. He is president of J&L Mathis Group, Inc. based in Atlanta, GA., and author of the best-selling books, Reinvention Made Easy: Change Your Strategy, Change Your Results and Reinvention 101: Bold Ideas for Reinvention. 10:45 11:45am #Sales Change Your Strategy, Change Your Results Reinvention is made easy with this interactively challenging and value-changing presentation that will change your strategic outlook. Change happens! The realities of business have changed permanently. Reinvention is about changing the value of what people perceive in order to change your outcomes. 1:45 3:15pm #Sales Reinventing Your Sales They can beat you on price, but not on value! Sales and marketing has changed forever. The methods that worked for you in the past are obsolete. Once you allow the buyer to negotiate the price, you have lost all negotiation (and the sale!). When buyers perceive your value, you control the price. Through fun, interactive dialogues and methods, you will learn effective skills to become a better presenter-seller and encourage value-based sales. 4 Missouri Broadcasters Association Convention & Awards Presentation

5 Rob Russo RNR Media Consulting, LLC Rob Russo is one of the foremost experts in media, marketing and sales, in the ever changing traditional and emerging new media space. His expertise covers national, regional, local and international media/ marketing. He is the founder and president of RNR Media Consulting, LLC. Rob started his career in the early eighties as a research analyst for the TV and Radio rep firm Katz where he discovered his love for advertising and the importance of measurement in media and how it affects clients and their ROI. He became an account executive and manager in TV and eventually moved to cable before returning back to Katz. Rob remained at Katz until 2011 where he went on to start up ION Media s Political Advertising Unit. Built from scratch, this unit covered the US in cable, local/national spot and network marketing and sales. In early 2013 Rob opened RNR Media Consulting LLC. Having always consulted for business colleagues on the agency side as a buyer, planner and account executive, this was a natural next step. Rob is also a professor of advertising at Saint John s University in NYC, not only teaching young minds about the world of marketing and advertising but learning about its rapid changes from his students. 10:45-11:45am #Sales Unplugging Cable s Revenue Cord Here s your chance to fight back and start retrieving some of the millions of dollars in ad revenue that cable has taken. Rob s seminar will point out how local cable is stealing money not just from the broadcast side of our business but from all sides of our business, despite the fact that their share of market penetration and viewers are declining at a rapid pace! Learn how growing digital opportunities and the effectiveness of broadcast can translate into more dollars from local clients! Matt Sunshine LeadG2, The Center for Sales Strategy After working with both traditional media and online/digital clients in many major markets across the U.S. and Canada, Matt was appointed Executive Vice President at CSS in Prior to joining the company in June 2006, he worked closely with CSS for many years as the Group Director of Sales Development for Susquehanna Radio Corp and the General Sales Manager at KPLX/KLIF Dallas. He directed Susquehanna s Advanced Sales Academy and served on the Sales Advisory Council of the Radio Advertising Bureau. Matt also headed up Susquehanna s New Media Initiative, developing both content and revenue for streaming audio, text messaging, podcasting, and sub-channels. 10:45-11:45am #Managers Who Should You Target and How to Improve Your Sales Forecasting 1:45-3:15pm #Managers Lead Generation and a New Way of Cold Calling Knowing who to target involves understanding the buying behaviors, research habits, and needs of your key advertising decision makers. In fact, it is essential if you want to successfully target and convert new customers again and again. This type of focus paired with the right key performance indicators, superior lead intelligence and prospect nurturing techniques, can help you regain control of the sales process and improve your overall sales forecasting. Your salespeople should be spending more time doing what they do best selling solutions. Every media company needs to be focusing on lead generation not as a replacement of cold calling but as an essential addition to your existing sales process. Learn what you need to know and how to get started. Register by May 14th for substantial discount, sign up today! 5

6 FRIDAY SESSIONS Blaine Luetkemeyer US Congressman, Missouri District 3 Noon-1:30pm #AllAttendees Scholarship Awards Lunch Speaker Blaine Luetkemeyer represents the 13 counties that make up the 3rd Congressional District of Missouri. A native of St. Elizabeth, Mo., Blaine has lived in the district with his family for four generations and he operates a 160-acre farm there. Along with his strong agricultural background, he was also a small businessman in banking and insurance. Blaine also served as a bank regulator for the state of Missouri earlier in his career. He was elected in November, 2008, succeeding fellow Republican Kenny Hulshof. From 1999 to 2005, Blaine was a Missouri State Representative and served as Chairman of the Financial Services Committee and was elected by his colleagues to serve as the House Republican Caucus Chairman. After leaving office, Blaine was appointed by Gov. Matt Blunt to serve as the Director of the Missouri Division of Tourism. Building on his experience as a bank examiner and community banker, Blaine serves on the House Financial Services Committee and the House Small Business Committee. In addition, he is the Chairman of the Subcommittee on Housing and Insurance. Blaine and his wife, Jackie, have three children, Trevor, Brandy and Nikki, and four grandchildren. John Potter Radio Advertising Bureau John Potter is Senior Vice President of Professional Development at the Radio Advertising Bureau. He oversees RAB training and certification including webinars, online training, and in-person programs. He acts as RAB s lead trainer. His radio experience includes on-air talent, program management, sales, sales management, and general management. While working in radio, he was also a radio and television freelance voice-over talent, writer, and producer. John s experience includes interactive sales and marketing as Vice-President of Sales with Clear Channel Interactive where he led a team that trained radio stations around the country to sell Interactive advertising and sponsorship. John is a frequent presenter at industry conventions and has spoken in front of groups throughout the United States, Canada and Europe. He lends his talents to speaking at Universities on broadcasting, sales, and management. John serves or has served on a number of charitable boards and non-profit organizations, and is the recipient of many awards and recognitions. 1:45-3pm #Digital #Sales Digital Marketing in Small Markets Increasing broadcast and digital revenue starts with knowing the digital landscape. Small and medium businesses are using or want to use more digital in their advertising campaigns. Broadcast salespeople who earn the largest advertising budgets are the ones who can speak knowledgeably with direct advertisers. Join us for this session to get a quick start in the fundamentals of digital marketing and leave knowing how to address you advertiser s needs. You ll sell more digital programs your stations have available and more broadcast commercials too. 6 Missouri Broadcasters Association Convention & Awards Presentation

7 1:45-5pm #Sales Dominating Mental Real Estate Chuck Mefford BrandsFormation Chuck Mefford Is the founding partner of BrandsFormation, a strategic marketing system that takes any business from hole in the wall status and turns them into a household name in less than 2 years. Although Chuck has worked with big names such as IBM, BMW and Pizza Hut; his niche is small business America. It s true; he s a bit obsessed with the David vs. Goliath story. Chuck s keen advertising mind has been cultivated through years of experience in a variety of disciplines. This accumulation of exposure to different fields has lead Chuck to be the successful marketer he is today. His drive, passion and high energy resonates in all aspects of his life. His motivation is contagious! I guarantee it... not one of your clients or prospects woke up this morning saying, Gosh, I sure would like to buy a lot of Radio ads or TV spots today! So, if this is what you re selling, you ve got problems. Attend this session and you will learn how you can help your clients achieve what they did wake up wanting this morning... domination! Chuck will share his system for helping clients to achieve sales success and dominate their business category! It starts with great strategy. Chuck knows that if you develop the right strategy, the marketing campaign is well on its way to success! Whether you represent Radio or TV, this workshop will give you new perspective on branding and marketing and how you can help your clients achieve what they want... domination! David Layer NAB David Layer is Senior Director, Advanced Engineering in NAB s Technology Department. David has been with NAB since 1995, and has been very active in the radio technology and standards setting area. He is the primary NAB staff person on NAB s Radio Technology Committee and the National Radio Systems Committee (NRSC), a technical standards setting body co-sponsored by NAB and the Consumer Electronics Association (CEA). David s duties within NAB are varied and broad. His current principal responsibilities include serving as a project manager for technology projects being conducted by NAB Labs, and as principal administrator of the NAB Labs Radio Technology Committee, a group of technical executives from NAB member companies that advises NAB on technology development and technical regulatory matters. Additionally, David provides technical expertise to NAB s Government Relations and Legal departments on regulatory and legislative matters which pertain to the broadcasting industry. 3:30-5pm, #Managers #AllAttendees Future of Broadcast Radio & Television 5:45-7:30pm, #Fun #Network Tropical Island Lake Cruise Enjoy catching up with other Missouri Broadcasters while cruising the beautiful Lake of the Ozarks. Cash bar and heavy hors d oeuvres served. Register by May 14th for substantial discount, sign up today! 7

8 SATURDAY SESSIONS Jeffrey Hedquist Hedquist Productions, Inc. Jeffrey Hedquist is known as Advertising s Storyteller. He s a commercial creator who s won more than 700 advertising awards for clients in 45 states. His voice is heard nationally on Radio & TV for Goodyear, Ford, American Heart Association, Sunbeam, Delta Airlines, Time-Life, Dutch Boy Paint, AFLAC, Target, NAPA and Boston Market as well as for hundreds of regional clients. He s also a producer of audio books (including 27 versions of Chicken Soup for the Soul) and original music for film, TV, radio, animation, and multi-image soundtracks from Hedquist Productions digital studios. He s the author of 60-Second Copywriter, Top Ten Radio Writers Block Busters, How to Sell More On The Radio Using Stories, and is a major contributor to Valerie Geller s book Beyond Powerful Radio. 9-10am #Production #Programming #Sales #Digital #News Analogue Storytelling For a Digital World No matter how our messages are transmitted and received - digital, analogue, satellite, mobile or terrestrial, we must tell effective stories to attract, entertain and motivate. A :15, :30 or :60 radio commercial should be a story; so should a 140 character tweet, a 15 minute Podcast, a 387 word blog, a one hour documentary or a text message. If they re not well constructed stories they won t resonate with an over-communicated audience. With the democratization of media everyone has the potential to be a receiver, broadcaster and narrowcaster. The missing elements to lift your message up from the din are the ones that are rarely taught storytelling techniques. 10:15am - Noon #Production #Sales #Programming The 60-Second Copywriter One of the biggest obstacles faced by salespeople, writers and producers: No Time! In this seminar You ll discover proven techniques that take about a minute each to create commercials that will help: Save you time and frustration Break writers block Improve the sound of your station Reach your listeners more effectively Get better results for your advertisers Make renewals easier 10:30am-Noon #Managers Potholes Mark Levy Revenue Development Resources, Inc. Mark Levy s broad range of expertise and 30 years of experience have allowed him to impact Radio and TV broadcast companies through sales and revenue growth. He s also coached thousands of managers and sales executives alike in growing their management and sales expertise, and most importantly, their revenue. As past Vice President and General Sales Manager of the Radio Advertising Bureau, Mark was one of the most in-demand sales and management trainers at the RAB. His abilities to teach, train and motivate, while thoroughly entertaining his audience, have led him to be a frequent presenter at national and international broadcast training events. Because we get a chance to work with so many media companies, we see, some, well, potholes that many fall into. This session covers how to steer clear of some of the biggest ones including Client Speak, Why Should I..., It s A Great Opportunity, and They Know, Uh, Don t They? 8 Missouri Broadcasters Association Convention & Awards Presentation

9 Al Tompkins Poynter Institute Al Tompkins has been a working journalist and a journalism coach/teacher for 43 years. His teaching style is highly practical and interactive, using tons of real examples in a fast-paced fun atmosphere. Al has taught thousands of journalists in 48 states, Egypt, Canada, Iceland, South Africa, Denmark and beyond. He started as a photojournalist and then worked as a reporter, producer and investigative reporter. Later, he managed a 12-person investigative unit and then became a news director. He has been awarded many of journalism s highest honors including The National Emmy, The Peabody, 7 National Headliner Awards, the Robert F Kennedy Award, two Iris Awards, the American Bar Association Silver Gavel and the National Academy of Television Arts and Sciences Governor s Award. He served as a final juror for the dupont-columbia Awards for 6 years, and he s a national screener for IRE and a judge for the Scripps Howard National Journalism Awards. Al s book Aim for the Heart is used by more than 140 universities worldwide. 10am-Noon #News How to Find Stories and Sources That Others Miss Anybody can cover a fire, flood or tornado. But where do you find the stories, how do you generate the ideas that others miss? Learn the tools to: Learn what people in your viewing area are searching for online Mine public documents for licenses, SEC filings, OSHA fines and pollution reports Investigate non-profits and charities Who is giving money to politicians from your area and how are the politicians spending that money See how businesses and individuals are related to other businesses and individuals using social mapping tools 2:15-3:45pm #News 10 Jaw-Droppingly Cool Online Tools Learn how to: Take a 360 interactive photo and post it on social media or online free in a couple of minutes Tag a photograph so the user can roll over it and information pops out of the picture with just a couple of minutes of work and NO coding skills Use your phone to record then transcribe audio without typing a word or spending a dime How to produce a standup with edited b-roll on your phone for free. You can file the edited piece to social media or to your online site in minutes. Amazing breaking news tool! 2:15-3:45pm #Managers Art of Hiring Smart Carletta Clyatt The Omnia Group Carletta Clyatt is the VP of Sales at The Omnia Group, an employee selection and management consulting firm. Carletta provides employee hiring and retention guidance to the senior-level decision-makers for hundreds of domestic and international businesses. Her scope encompasses a wide range of industries, with particular emphasis in the fields of insurance, legal, banking, automotive, staffing and health care. If you are resigned to thinking that turnover is a way of life or considering not growing so you won t have to hire, this seminar will give you confidence and a plan for hiring and recruiting success. Register by May 14th for substantial discount, sign up today! 9

10 SATURDAY PANEL SESSIONS Insightful panels that you won t want to miss! 10:30am-Noon #Digital #Managers #Sales Digital Panel Deciphering the Matrix: Successful Solutions and Strategies to Drive Digital Sales in Small and Large Markets Moderator: Dan Shelley (Interactive One) Panel: Kim Wilson (Social Newsdesk), Liz Crider (Second Street), Jeff Laramie (Gannett) The world of digital is ever evolving and has quickly become a top priority in generating revenue in the world of broadcast media. However, with so many options and changes regularly taking place, a major question that remains is what are the best, and proven, ways for a media entity to generate revenue from selling digital? This panel will focus on successful strategies and techniques that media companies of any size can use to increase their digital sales revenue opportunities, and further their insight on the advantages that digital innovations offer. Noon-1:30pm #AllAttendees Alternative Broadcast Inspection Program Mock Inspection Panel (Lunch Served) Our ABIP inspectors will discuss FCC requirements and updates that will help keep your Public Inspection files ready for inspection. In addition, they will discuss how to review your station s policies and procedures to help insure compliance with FCC rules and regulations. 12:10-2pm #AllAttendees News Panel (Lunch Served) Lessons Learned in Ferguson Moderator: Erin Hayes (Former Network Correspondent for ABC News) Panel: Michael Calhoun (KMOX), Gary Gunter (Radio One- WHHL-FM / WFUN-FM) Sharon Reed (KMOV), Antonio French (St. Louis Alderman) Toward the end of 2014, Missouri found itself at the center of international attention, bringing hundreds of various news outlets from around the world to St. Louis and Ferguson, MO. Not only were the local community and world impacted by what took place, but so was the broadcastjournalism community. From the experiences of several professionals who were on the ground in various Ferguson coverage-related positions, this panel will go in-depth regarding what broadcasters can take away from what took place and apply it to their own entities. 6:15-10pm The Hall of Fame & Awards Banquet Celebrate Missouri broadcasting excellence with drinks, a distinguished awards ceremony, gourmet meal (served at 6:30), fun and entertainment! Continue the celebration afterwards with drinks and music at the Chairman s reception from 10 pm to midnight! Sponsored by RESORT INFORMATION Tan-Tar-A Resort 494 Tan Tar A Drive Osage Beach, MO (573) MBA Group Room Rates: Guest Room: $123 One Bedroom Suite: $195 Two Bedroom Suite: $299 Tan-Tar-A is the premier location for endless excitement, recreation and relaxation. Bring your whole family and enjoy a wide range of exciting resort activities including horseback riding, children s camp, two championship golf courses, the Timber Falls Indoor Waterpark, a full-service marina featuring jet-ski, power boat and paddle boat rentals and daily scenic lake cruise excursions, the Windjammer Spa, outdoor pools and flexible casual or fine dining. 10 Missouri Broadcasters Association Convention & Awards Presentation

11 REGISTRATION INFORMATION Register online at mbaweb.org/convention Everything you want to know about the 2015 Missouri Broadcasters Association convention can be found at mbaweb.org/convention. Station/Group Fee: Covers admission for all employees to all non-meal sessions Register Online: Go to mbaweb.org/convention to register electronically or to download a paper registration form Sessions/ Meals On or before May 14, 2015 On or after May 15, 2015 Station/ Group Fee $150 $250 Friday Lunch $15 $25 Saturday Breakfast $10 $20 Saturday Lunch $15 $25 Awards Banquet $45 $55 All participants must check-in at the MBA table to pick up registration packets and meal tickets. College Students are permitted to attend with NO registration fees. (Meals not included) MBA DISCOUNT Once again, the MBA will be offering a discounted room rate for those that register early! Register for the convention and your hotel rooms by May 14th and the MBA will apply a $25 per room per night discount on your final bill! When making your hotel reservation you MUST identify yourself as an MBA Member. Go to mbaweb.org/convention for a direct link to the Tan-Tar-A reservation page with our group rates. The $25 discounted rate is strictly reserved for the nights of June 4th - 6th only. Tan-Tar-A has extended our group rates for two days before and after the convention, based on guestroom availability. It is helpful if the name on your hotel reservation matches the name on your convention reservation. The MBA will appoint discounts based on when we receive your registration form. The discount will be applied to final hotel bill. Hotel room and suite rates are subject to applicable state and local taxes in effect at the time of check in. Guest room rates are applicable for up to four guests per room. Go to mbaweb.org/convention to make your reservations. 11

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