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The future of radio.....and it is pretty grim.

Re: Seacrest is Just the Beginning

easyfm said:
SirRoxalot said:
I think I have a handle on what radio will look like

You've just described regional radio in Australia and New Zealand. ;D

... and almost all the rest of the world. Nearly all European nations have national networks (that's why RDS was developed... to permit seeking of the best of many signals) as does much of Latin America, too. Even in Puerto Rico, USA, radio has consisted of Island-wide networks that garner about 75% of the audience for the last several decades!
 
TheBigA said:
I hate to bring facts into this, but as someone who has been in this business for 35 years, and worked at dozens of stations, I can tell you that programmers NEVER EVER ran the industry. They ran the programming, but not the industry. And when the owners didn't like the programming, they clamped down on the programmers. So let's not rewrite history.

Back in the 7/7/7 days (I go back to the 5/5/5 days) there was only limited competition. You had two groups of radio stations. You had the top performers, who all got double digit shares, usually owned by big companies like ABC or insurance companies. And then you had everyone else, who had no money, no budget, and often no ratings. And every now and then, David might slay a Golliath, but WMCA never beat WABC, no matter who claimed to have the most Beatles per hour. It simply never happened. So WMCA just fought as hard as it could, with their Good Guys, and ultimately had to give up. I wouldn't call that competition.

Thank you, my friend, for helping me to see and to recognize something so very basic that is driving much of the contentious conversation we have on these boards. From your earliest days in radio you have observed radio and participated in radio that was played under a set of rules and assumptions tied to METRO area radio.... radio as it existed in NYC, Boston, Philly, Chicago and Los Angeles.

Some of us established our early views of radio by what was going on in Wichita, Fargo, Amarillo, Springfield MO & Springfield IL, Little Rock, Moberly, Alexandria LA or Jackson MS. We stood in awe of Farm Directors who had more political clout than most state legislators. I worked as News Director for a man who during the tenure of the previous news director went head to head with the most dominant business man in the area. He ordered us to NOT mention his divorce trial on the air. We reported it, and the station owner endured a cold war (no advertising) for seven years or so. Some of us had dreams that some day we would own the station in a county seat somewhere and a generation later people would tell newcomers that one of the reasons the community was great was because a great radio station helped make it so.

Your early exposure was to radio that once television arrived basically became a giant juke box punctuated with personalities who had the job of making their jukebox sparkle a little better than the Wurlitzer down the street. My early exposure was to radio that looked up music as some flotsam that you chinked in between the logs and bricks like insulation to fill voids between the local news, the weather, the farm markets, etc.

In a sense, you have experienced ONE radio revolution.... the shift from the old 7/7/7 rules to the consolidation of today. Some of us buffoons have actually experience TWO radio revolutions and we haven't sometimes recognized them as distinct issues. Our first radio revolution was simply part of another revolution where Walmart and Home Depot and Best Buy and Olive Garden and Citi-bank and Master Card and USA Today made us nothing more than one more suburb of New York City, even though we still had tumbleweeds rolling down main street. No longer were we selling advertising to the son of the guy used used to own the home grown hardware store with FIVE FRONT DOORS..... someone who grew up locally and knew that news and ag reporting made us a powerhouse... now we were trying to sell advising to some chain store manager who grew up in St. Louis or Chicago and this is just a stepping stone town to him as he seeks to become district manager. He is sophisticated and he knows that radio is nothing but a wireless jukebox and he expects us to forget about news directors and farm directors and get with the program. THAT was our first radio revolution.

Then came the day when we were just one of FIVE radio stations in our county seat followed by the consolidation that you share in your experience in radio. Those of us who lived through TWO revolutions in radio don't even recognize the industry any more. We don't even understand where the battle lines were during the confusion of TWO distinct revolutions. We just stand here in the smouldering battleground trying to salvage a few spoils of war.
 
Goat Rodeo Cowboy said:
TheBigA said:
I hate to bring facts into this, but as someone who has been in this business for 35 years, and worked at dozens of stations, I can tell you that programmers NEVER EVER ran the industry. They ran the programming, but not the industry. And when the owners didn't like the programming, they clamped down on the programmers. So let's not rewrite history.

Back in the 7/7/7 days (I go back to the 5/5/5 days) there was only limited competition. You had two groups of radio stations. You had the top performers, who all got double digit shares, usually owned by big companies like ABC or insurance companies. And then you had everyone else, who had no money, no budget, and often no ratings. And every now and then, David might slay a Golliath, but WMCA never beat WABC, no matter who claimed to have the most Beatles per hour. It simply never happened. So WMCA just fought as hard as it could, with their Good Guys, and ultimately had to give up. I wouldn't call that competition.

Thank you, my friend, for helping me to see and to recognize something so very basic that is driving much of the contentious conversation we have on these boards. From your earliest days in radio you have observed radio and participated in radio that was played under a set of rules and assumptions tied to METRO area radio.... radio as it existed in NYC, Boston, Philly, Chicago and Los Angeles.

Some of us established our early views of radio by what was going on in Wichita, Fargo, Amarillo, Springfield MO & Springfield IL, Little Rock, Moberly, Alexandria LA or Jackson MS. We stood in awe of Farm Directors who had more political clout than most state legislators. I worked as News Director for a man who during the tenure of the previous news director went head to head with the most dominant business man in the area. He ordered us to NOT mention his divorce trial on the air. We reported it, and the station owner endured a cold war (no advertising) for seven years or so. Some of us had dreams that some day we would own the station in a county seat somewhere and a generation later people would tell newcomers that one of the reasons the community was great was because a great radio station helped make it so.

Your early exposure was to radio that once television arrived basically became a giant juke box punctuated with personalities who had the job of making their jukebox sparkle a little better than the Wurlitzer down the street. My early exposure was to radio that looked up music as some flotsam that you chinked in between the logs and bricks like insulation to fill voids between the local news, the weather, the farm markets, etc.

In a sense, you have experienced ONE radio revolution.... the shift from the old 7/7/7 rules to the consolidation of today. Some of us buffoons have actually experience TWO radio revolutions and we haven't sometimes recognized them as distinct issues. Our first radio revolution was simply part of another revolution where Walmart and Home Depot and Best Buy and Olive Garden and Citi-bank and Master Card and USA Today made us nothing more than one more suburb of New York City, even though we still had tumbleweeds rolling down main street. No longer were we selling advertising to the son of the guy used used to own the home grown hardware store with FIVE FRONT DOORS..... someone who grew up locally and knew that news and ag reporting made us a powerhouse... now we were trying to sell advising to some chain store manager who grew up in St. Louis or Chicago and this is just a stepping stone town to him as he seeks to become district manager. He is sophisticated and he knows that radio is nothing but a wireless jukebox and he expects us to forget about news directors and farm directors and get with the program. THAT was our first radio revolution.

Then came the day when we were just one of FIVE radio stations in our county seat followed by the consolidation that you share in your experience in radio. Those of us who lived through TWO revolutions in radio don't even recognize the industry any more. We don't even understand where the battle lines were during the confusion of TWO distinct revolutions. We just stand here in the smouldering battleground trying to salvage a few spoils of war.

Bingo. Good call, GRC. The Big A is a major market guy (and he should feel free to correct us if we've misinterpreted). And we're rooted in much smaller markets.

Me? 45 years in the biz... master's degree from a Big Ten school... a jock & PD in the sixties & seventies in such glamorous spots as Crawfordsville, Chambersburg, Champaign, Carlisle (and that's just the "Cs")... Raleigh, Toledo, Harrisburg & Orlando... a GM for 25+ years in markets #50, #100, #125, #150, #250 (yeah, I've rounded them off)... and currently an RVP over a bunch of stations out in the woods licensed to very small towns with more deer & trees than people--where we had a good 2008 (BCF up 3 percent) and are starting 2009 with a January that is up 10 percent over last year. Started selling while still a jock (that was 1971) and continue to sell to this day.

Big A, out here "across the Hudson," advertisers actually DO care about the programming--because they KNOW the people on-air, their kids go to school with the jock's kids... and they KNOW the salespeople, personally--not just professionally. Numbers come into play occasionally, but usually... uh, not.

In one of our markets--a town of 40,000 in one of Arbitron's smallest markets--we have a little standalone FM up against a cluster of 10 (no, it's not legal, but nobody in DC has been watching this past decade) and a total of 20 local signals. The cluster is nearly entirely automated & networked. We have a 4-person morning act (two fulltimers & two PT) and live talent the rest of the day--and on weekends, too. Our little teapot continues to whip the cluster and everone else. It leads the market in billing by a 40 percent margin over any other individual station (though the 10-station cluster does collectively out-bill our standalone). We've been in the market 10 years and the owners of the cluster--a sizeable outfit--can't figure out why their jukeboxes can't win. So... no, the biggest doesn't always win. And though I may not make quite what an NYC market manager makes, I do make about 5 times the income of the median American household, and that goes a long way out in the sticks.

Yes, things are different down here. Whether better or worse is up for discussion. But definitely different.
 
Mr. Warmth

TheBigA said:
SirRoxalot said:
Makes you really want to walk into that studio and do your best for the boys at corporate, doesn't it?

If that's your vision of who you do it for then that's you mistake. You don't "you your best for the boys at corporate." You do your best for the audience. I believe that's what a lot of air talent forgot. When new owners came in, the air talent got greedy, said "where's mine," and forgot who they program to. I say that knowing what they got their agents to write into their contracts. If you saw the contracts I've seen, you'd be shocked.

As I said a few days ago, if corporate radio ain't your cup of tea, I can direct you to thousands of non-corporate stations. But you'll have to take a pay cut, and check your ego at the door. I don't know if anyone who has sucked at the teet for corporate radio for any length of time is prepared to do that.

SirRoxalot said:
It sure will be interesting to see how listeners and advertisers react to the changes as they work their way through the industry.

The advertisers don't care. They just buy numbers, not amything else. They slowed down buying long before any layoffs, so it's obvious that isn't an issue for them. The audience has spoken with their feet. The audience prefers music devices that have no air talent. They feel betrayed by air talent that is more interested in themselves than their audience. What's the point in local air talent if those people don't interact with the local audience? No, we saw how listeners and advertisers reacted a long time ago.

Imagine someone as warm and relatable as TheBigA instructing you on relating to an audience...

Ever wonder what happened to those guys who couldn't cut it as an air talent, went into sales, and graduated to management - all the time envious of those who HAVE talent and ARE successful on-air?

I think that we've found two of them. I'm guessing that at least one of them got into management because they weren't so good at "relationship selling".

The number-crunchers are inheriting the medium. All hail the spreadsheet! BTW, in spite of your overinflated paycheck - which is an EXPENSE, not a revenue-generator - you STILL suck on the air.
 
Re: Mr. Warmth

SirRoxalot said:
Imagine someone as warm and relatable as TheBigA instructing you on relating to an audience....

Back at you. Imagine someone like Rox who only cares about his raises and his perks, and forgets that he's supposed to entertain an audience, not suck up to the corporate owners. I know the type.

SirRoxalot said:
The number-crunchers are inheriting the medium. All hail the spreadsheet! BTW, in spite of your overinflated paycheck - which is an EXPENSE, not a revenue-generator - you STILL suck on the air.

Once again, I can get you a job where there are no number crunchers. But there's also no pay check. Any time you're willing to put your wallet where your big mouth is, let me know. I can hook you up. We'll see how smart you are when you actually have to work to get an audience to listen to you.
 
In connection with this subject, I was totally blown away by this article.

It's the story of one woman's campaign to get her favorite, recently fired DJ's back on the air. If anything it shows that listeners DO care about live and local and do develop relationships with their local DJ's.

http://blogs.tampabay.com/media/2009/01/rally-to-protes.html

To me, if you can involve listeners emotionally, enough to care about your station's air talent, then you have a successful station.

C5
 
Comedy Gold

TheBigA said:
Imagine someone like Rox who only cares about his raises and his perks, and forgets that he's supposed to entertain an audience, not suck up to the corporate owners.

You have no idea how funny that is. Perks? What perks? There ain't no perks anymore for us working stiffs. Not even concert tickets. As far as how I "suck up to the corporate owners" - that's COMEDY GOLD! Maybe you CAN make it with an audience after all.

A, focusing on the audience has never been a problem. If you look back my previous posts, you'll see where I talked about putting all the corporate crap behind when you walk through the studio door. But, you don't really read other people's posts, do you? Several times you've either missed - or deliberately ignored - what other people have to offer. I'll bet that LISTENING was your biggest problem trying to sell to PEOPLE instead of quoting numbers to agencies.

BTW, you seem to spend a LOT of time on these message boards. Don't you have something PRODUCTIVE to do? Lunchtime is over. Time to get back to work. Cut a few more "expenses". Shred a few more lives. Lose a few more listeners. You know, SS-DD.
 
Re: Mr. Warmth

SirRoxalot said:
The number-crunchers are inheriting the medium. All hail the spreadsheet!

We each have issues that we get hung-up on. Or as we say out in the farm country: "Mentally you've kind of let your garden go to seed, haven't you?" Ever leave a cabbage in your garden long enough for it to shoot up and go to seed? It ain't purty!

I for years had my hand in the accounting game off and on and had moved into computer programming and administration. The spread sheet had made the folks at Lotus a fortune and Microsoft had not yet introduced us to Windows or Excel but they did have an ugly-sister program that tried to compete with Lotus. I had no use for spreadsheets. What's all the ruckus anyway?

Then I wandered off to the annual meeting of the automobile dealers association to see what computer systems we should review at the car dealership where I was System Administrator. I went into a room with maybe 30 or 40 people and listened as the operator of a small dealership in Wind Gap, PA explained how to use a spreadsheet to improve your dealership. It was like a religious conversion! This wasn't about how to eliminate people. This was about how to empower your people, how to help your people understand how they could be a hero by improving performance in their department by 3% each year. 15 years later I was the guy the IT people were leery of because I didn't work for them. In a building of a couple hundred people I was "The Goto Guy" if you were having spreadsheet problems. My standard response to the question: What do you do? Forensic Data Miner.

Oh how I would have enjoyed spending that 15 years in the broadcasting business. The people I could have worked for would maybe have done better at competing with CC and others with the info I would have dredged up, made pretty, and laid on their desk.

It's not the spread sheet you should hate and snarl about. It is the people who work from the text books of the MBA programs who had similar classmates who engineered the current implosion of investment banking and Wall Street. I take it like a kick in the groin every time you post: "The number-crunchers are inheriting the medium. All hail the spreadsheet!"

Oh my. Now I've done it. All the M.B.A.s will have their long knives out. ;D
 
So Rox, why exactly do you still take that ee-vil corporate money? You'd think with all the time you spend wishing and/or demanding a return for the good old days, you could be perfecting your craft and becoming mor recession-proof.
 
Recession Proof?

gr8oldies said:
So Rox, why exactly do you still take that ee-vil corporate money? You'd think with all the time you spend wishing and/or demanding a return for the good old days, you could be perfecting your craft and becoming mor recession-proof.

Gr8, I put up with corporate because there is no alternative in the market I'm in. Consolidation sucked up all the full-market signals into one corporation or another. The audience knows where to find me, and thankfully keeps tuning in. In order to continue to serve them, I have to put up with the corporate dictates, and watch my friends get picked off one by one. I'm sure that my day will come, but I've known that since the first day I posted a third ticket with broadcast endorsement and cracked a microphone for money.

There is no "more recession-proof" - at least not in radio. The process that I outlined above is accelerating, and corporate is convinced that no matter how much profit a station makes now, it will make MORE profit once the blessings of syndicated "super-jocks" are bestowed on the rubes in markets 15+.

The funny part is that the consolidators may actually create radio superstars. Imagine 100 guys with the kind of reach that Howard Stern had in his heyday. Just what kind of salary do you think that they'll demand if they start posting big numbers in a lot of markets? Then what will corporate do? Threaten them with replacement? If they've stirred enough interest to build a decent audience, in a few years they'll be able to say "screw you", and move to Internet radio where they control the content and get a bigger piece of the revenue pie. The "nice guys" will say "thank you for making me a star" before they tell corporate to stick it where the sun don't shine.

Corporate will have to replace them. Where does THAT talent come from? The guys they bounced a couple of years ago? It sure won't be new people getting into the biz. They could bring in talent from other forms of entertainment. Look at the job that David Lee Roth did replacing Stern. What a move that was, huh? Look at how successfully corporate replaced just one "superjock". Now, rewrite the Stern debacle over and over again in a host of different formats.

My time is coming. There's a bullet out there that already has my name on it. When it comes, I'll move on with the life that I've laid out beyond radio. I like to think that there are people who will miss the small part I had in making their life a little more fun, but they'll find other entertainment, and I'll embrace new challenges. Who knows, maybe I'll call up TheBigA and take him up on his job offer.
 
Re: The future of radio.....and it is not so grim.

Y'all are so stuck in 2006. A new day is dawning. What we're watching now is the grueling death-rattle of the corporate radio era. No, it ain't pretty--and, yes, people are getting hurt--but it is most certainly the shakeout process unfolding before our eyes.

Clear Channel has shed a third of its properties, shrunk their payroll well beyond the Inauguration Day Slaughter, and John Hogan is dancing as fast as he can to make his new private equity bosses happy. And the other Bigs (Citadel, Cumulus, CBS, et al) are acting in tandem with CC, if not quite attracting as much attention or derision. Wall Street gave them all the kiss goodbye and they ain't coming back.

Some stations will go dark. Some will continue to be computer-driven jukeboxes. But as radio recovers from this terrible 20-year nightmare, the radio industry that we remember--and still love--will resurface. No, not exactly as it was in 1985 (or 1975 or 1965), but with all the personality and interactivity we know is the heart of the game. It's what makes radio work.

Pipe dream? Nope. The key is that 90 percent reach we've still got, despite all that corporate radio has done to shoo them away. The listeners are stil there... just waiting for some great radio!
 
Re: Comedy Gold

SirRoxalot said:
You have no idea how funny that is. Perks? What perks? There ain't no perks anymore for us working stiffs.

Does the paycheck clear the bank? If so, then you've got something that the mom & pop employees don't. The ones I got used to bounce. And my employer wouldn't pay the penalty. You need to learn how to be thankful.

SirRoxalot said:
Gr8, I put up with corporate because there is no alternative in the market I'm in.

That's no excuse. Before consolidation, it wasn't unusual for a radio guy to change stations and cities every year. But I bet I could find you a non-corporate radio gig within 30 miles of where you are right now. But you'd have to take a pay cut, and work a lot harder. You wouldn't put up with that crap. No way.

SirRoxalot said:
Who knows, maybe I'll call up TheBigA and take him up on his job offer.

You really know how to snuggle up to the corporates when it might be worth something, eh?
 
The Pit and The Pendulum

RNR, I hope that you're right. I can't help but wonder if one of the groups that's less desperate than the others might not relish the idea of taking on "the syndicate", but you know that they'll face drop-your-pants rates that most advertisers won't be able to resist. Down the road, you may be right, but I don't expect to hold on long enough to see it.

TheBigA said:
Does the paycheck clear the bank? If so, then you've got something that the mom & pop employees don't. The ones I got used to bounce. And my employer wouldn't pay the penalty. You need to learn how to be thankful.

Worked for a number of small operators on the way up. Never had one bounce a check. Then again, I never took a job without checking out the reputation of the station, and the people running it. Most of them had a lot more scruples than the Mays boys or Farid.

TheBigA said:
Before consolidation, it wasn't unusual for a radio guy to change stations and cities every year. But I bet I could find you a non-corporate radio gig within 30 miles of where you are right now. But you'd have to take a pay cut, and work a lot harder. You wouldn't put up with that crap. No way.

Nobody's working harder than the guys left after all the cuts. It will be worse after the next round, and we all know that the next round is coming. I spent a lot of time building an audience, so why should I give it up? Will it influence corporate in any way? Nope. I might as well take what they're offering. Heck, it's not like I'm violating their "moral code".

TheBigA said:
SirRoxalot said:
Who knows, maybe I'll call up TheBigA and take him up on his job offer.

You really know how to snuggle up to the corporates when it might be worth something, eh?

Gee, you really don't get sarcasm, do you?
 
Re: Recession Proof?

SirRoxalot said:
The audience knows where to find me, and thankfully keeps tuning in. In order to continue to serve them, I have to put up with the corporate dictates, and watch my friends get picked off one by one. I'm sure that my day will come, but I've known that since the first day I posted a third ticket with broadcast endorsement and cracked a microphone for money.

A lot depends on the company. Like all fields of business, there are good and bad.

My first job was with United Broadcasting at WJMO and WCUY in Cleveland, a smaller group owner. The work conditions and benefits (what benefits?) were horrible. It was a Mom and Pop station without Mom.

After that, I interned with a consolidator in 1963, and got to work with 5 AM FM stations in the world's largest market. Had I been able to take employment with them, I would have have had the best benefits in the market and absolutely the best facilities and talent. I learned a bit of cluster management, and applied it the next year in the first station of my first cluster. One of my team later said, "I got a call from Guillermo Jácome, one of the the best voices ever and he said that David Gleason had called me and he requested that I come for an interview to the facilities of the station that would become Radio Musical AM. I went and they offered me a salary that was ten times greater than what I was making plus all the required benefits, and later it became the leading radio group in the country."

My point is that consolidation is not bad; some operators are. And the economy definitely is.

corporate is convinced that no matter how much profit a station makes now, it will make MORE profit once the blessings of syndicated "super-jocks" are bestowed on the rubes in markets 15+.

Just like CBS, and the Red and the Blue nets did with The Lone Ranger, Jack Benny, Guy Lombardo and all the others. Of course, we should have had local drama shows and local comedians and, to Petrillo's beyond the grave satisfaction, local live bands.

The funny part is that the consolidators may actually create radio superstars.

Some already have.
 
I will have to say that consolodation was mis-handled. It should have been done more on a case-by-case basis as opposed to the feeding frenzy it became.

So many similar threads I don't know if this was even the one where " a few satellite super-jocks" came up. Funny that in the early 80s, when a satellite-delivered overnight show called "Night Time America" began, and Satellite Music Network and Transtar soon followed with 24-hour formats, industry pundits said that within a few years, there would be less than 50 DJs nationwide. Didn't happen then, probably won't now. We'll see a lot more situations like Columbus' Dave and Jimmy that are syndicated to a few regional markets.
 
gr8oldies said:
So many similar threads I don't know if this was even the one where " a few satellite super-jocks" came up.

Back in 1983, Rick Sklar came up with his SupeRadio idea. He was going to take his WABC air staff with Dan Ingram, Harry Harrison, Ron Lundy, and Bruce Morrow, and put them on a satellite-delivered radio format. So the nation's best talent could be heard on radio stations coast to coast. The idea ran into problems when it came time to sign up major market affiliates, and the ABC O&Os refused to carry it. But this was long before Stern, Imus, and all the rest.
 
Superadio was going to be a huge undertaking. Larry Lujack and Dick Purtan were slated for weekends. The plug was pulled at the last minute after ABC realized it would be a huge money loser,
 
deregulation hasn't been good for anyone. You've got more new stores, selling the same things, that local economies can no longer support. (Stations on every frequency that sound similar) Retailers that over paid for space. (Wall street radio) and landlords who want their payments. (Banks & stockholders) Plus, populations that have stopped growing. (The cume pie isn't growing) And a deep depression lasting through late 2010. (Bush economics)

And just to screw things up more, the government thinks adding more stores that sound better is the answer to radio's problems.. (HD)

Look for GOB signs coming to a mall or street near you..
And look for retailers with a very different business plan, unlike what we've seen in the past.
 
pocket-radio said:
deregulation hasn't been good for anyone. You've got more new stores, selling the same things, that local economies can no longer support. (Stations on every frequency that sound similar) Retailers that over paid for space. (Wall street radio) and landlords who want their payments. (Banks & stockholders) Plus, populations that have stopped growing. (The cume pie isn't growing) And a deep depression lasting through late 2010. (Bush economics)

And just to screw things up more, the government thinks adding more stores that sound better is the answer to radio's problems.. (HD)

Look for GOB signs coming to a mall or street near you..
And look for retailers with a very different business plan, unlike what we've seen in the past.

Cheer up, Pocket, it ain't that bad. Sure, it could get worse, but if you're not careful it could get better. As I think I mentioned previously in this lengthy thread, our sales dipped a couple percent last year--not 50 percent, just a tad--but by trimming extraneous expenses (no mass layoffs) our profit actually went up. And so far this year we're UP over last year. We are in one of those areas you mention where both population and jobs are down, but by being a little more creative and much more proactive, nobody has missed any meals--or paychecks. We've lost the biggest car dealer in town and three smaller ones in smaller towns nearby, but we've made up for their billing by calling on more & smaller prospects. We try to focus on the businesses that still have their lights on. More promotions, more packaging, lower rates, more spots. But that's one of the cool things about radio--it is very flexible... amorphous--we can change to fit the situation.

If we reach a point when more businesses are closed than open, then we've got trouble. But even then we'll be calling on those open ones to help them grab more than their fair share of whatever money is left out there.

So get off your ass and out the door and start shaking hands...
 
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