The year was 1989 and I had been working as a Local Sales Assistant for the past 3 1/2 years at what was then WTNH Action News 8 Television in New Haven, CT.
I was relieved when I originally landed this support position because although I had my B.S. degree in Media Studies from Sacred Heart University in Fairfield, CT, it took a long time back then even for a college graduate to land a decent job in the media industry.
These were, what I was to find out much much later, the glory days of television. Al Terzi, Janet Peckingpaugh and Mike Bogoslawski were the Local News Anchors at the time. And there were only 3 networks back then (ABC, CBS and NBC) so our ABC local network affiliate’s share of pie was huge and money was flowing!
Once again, I originally took this support position because I could see how hard it was to break into “the business” so I figured if I was around those that did what I aspired to do, it would be much easier. Boy was I wrong! Because back in the day I wanted to be the host of my own Community Affairs program. So I worked all day long as a Local Sales Assistant for 6 to 8 sellers and 3 sales managers; at least 2 to 3 nights a week, I hung around and shadowed the Community Affairs Director. To my delight, a Host position finally came up for the new Community Affairs program and it was immediately given to one of the TV News Reporters – not only was I not even considered, I wasn’t even on the list!
Then along came a BIG surprise. The Sally Jessy Raphael Show (a national program!) moved into our New Haven studios to tape their daily 10am show. My world had now changed for the better. I was able to sneak downstairs to check out famous people practically every week for the next 2 years. It was a huge occupational perk and a big reason for me to stick around. I met then President Jimmy Carter and his wife Roslyn, Suzanne Somers from Three’s Company, the infamous Donna Rice, Marlo Thomas from That Girl and her hubby Phil Donahue from the Phil Donahue Show just to name a few. When The Sally Show moved on to New York, it was time for me to go as well.
I had decided to pursue broadcast media sales. So on my final week the local sales team and local sales managers, whom I loved working for, presented me with a leather briefcase and ordered me to fill it up with lots of orders! I had previously met with a few of the Local Account Executives on my own time and basically questioned them on what to expect in the world of broadcast media sales. They were super helpful but to be honest, selling is something you truly learn by doing. You either have it, or you don’t. It’s not like anything I’ve ever done in my life and I still enjoy it, even in this day and age…
When I left Action News 8 I was making a paltry $19,500 a year (this is after a $3,000 raise!) which was enough to pay the rent on my super cute but tiny studio apartment in the East Rock neighborhood of New Haven, but not enough to buy or own a car. And this was with waitressing on the weekends at Friendly’s Ice Cream in Hamden, CT. Here I was working 2 jobs and moonlighting on Monday evenings as a Community Volunteer Radio Announcer for WYBC 94.3FM in New Haven. Lovers Corner with Lajeune was the name of my show – the best in R & B love songs. A true labor of love (smile).
My first broadcast sales job was at WEBE 108FM in Bridgeport, CT. Lucky for me my oldest sister Dana had bought herself a new car so she gifted me with her older AMC Gremlin to commute back and forth with everyday from New Haven to Bridgeport. My selling territory was Fairfield and New Haven counties so I would be spending lots of time on the road. The Gremlin wasn’t perfect but through God’s Grace and the proximity of Firestone Tire Centers, it held its own (smile).
At the time I was hired, there were 2 radio stations in the same building and on the same floor: WEBE 108FM and WICC 600AM. I was hired by WEBE so I was literally selling against the account executives at WICC, who sat right around the corner from me. It was a strange feeling for sure. After I completed my first year of selling, the radio station became a “Combo” which meant they would not need as many of us in sales so they trimmed the sales teams back to 9 sellers from a combined total of 15. I just knew I was a goner because I was still green and still cutting my teeth but they said I was staying because they loved my sunny and positive ‘Can Do’ attitude (smile).
Here is the picture of me that was taken for the newsletter the radio station sent out to Fairfield County residents to welcome the newly combined WEBE and WICC Radio stations:
i loved selling WEBE and WICC radio stations not just because I was learning a ton working with a seasoned sales team but also because the company provided us with a comprehensive radio sales training program and plenty of radio industry resources to back it up. But to be honest, I had entered year 2 and was still not making any money. I worked on 100% commission against draw but since I had no list, I basically had to constantly cold call for appointments and then start from scratch when I landed a new account. Since I was mostly working on promotional accounts which require lots of moving parts, it was exhausting…
Then, as luck would have it, I received a phone call from the Local Sales Manager at WNHC 1340AM, the Rhythm of the City. WNHC was an R & B (no Rap!) radio station based in New Haven, CT so I figured I had nothing to lose. During our interview, the Local Sales Manager basically painted the right picture for me – yes, you are leaving a 50,000 Watt FM radio station in wealthy Fairfield County for a 1000 Watt AM radio station in New Haven, but with us, the sky is the limit. When I told my Local Sales Manager I was leaving them for WNHC in New Haven, not only did she think I was crazy but so did the majority of the team (LOL!)
It’s no secret that I enjoy a challenge and what I saw in front of me was opportunity for growth and a new, close-knit work family that I could really get behind. Consequently, in my 5 1/2 years at WNHC, I more than excelled. I moved up from Account Executive to Local Sales Manager to finally National Sales Manager. I also enjoyed meeting tons of famous people at free concerts and plays – mostly singers and performers. I ran my own on-air African-American Book Review once a week with my partner Lamonda (L & L Book Review) and was constantly chosen to serve on numerous committees, judge area fashion shows, speak to the New Haven youth at public schools about careers in media sales, etc.
When WNHC Radio went bankrupt (that will be covered in another blog) I decided to pursue the print world. I traveled back and forth to Bridgeport, CT to work for Umoja News, a monthly urban start-up newspaper that covered events that I felt passionate about. The founder and I worked closely together. She handled the day to day operations and I ran the sales department. I wrote a sales training manual, hired 3 local sellers and handled regional accounts. I stayed a little less than 2 years because I could not get into the pace, i.e., working like a madwoman for a little under a week every month to meet those crazy deadlines and then spending the remaining 3 weeks of the month calling on new business. I found it cumbersome.
In my next blog post I will talk about my journey back to broadcast radio sales this time with the know-how, negotiating skills and lots of multi-media experience.
Stay tuned!
TVFL
