The agencies making those buys do not care one iota about that coverage when negotiating those buys. All negotiations are made using metro numbers to calculate the cost per point for the buy. Sure… Cato’s has a location in South Hill. But there is also a location in Durham, 2 in Raleigh, 1 in Wake Forest, and 1 In Fuquay-Varina. The agency making the buys is concerned with those locations when planning the buy and gives no extra consideration for the extended coverage. Cato’s also places buys with the stations in South Hill, Oxford-Henderson, Rocky Mount, Roanoke Rapids and Roxboro to cover locations in those areas. They actually do a good job with the small markets and are easy to work with.... as far as agencies go. McDonalds is much the same with, I believe, a separate agency placing the small market buys. The agency for Applebee’s gives the large market stations no consideration for the DMA coverage yet tells the small market guy they don’t need to buy him because they get that coverage for free from the large market station’s penetration. As you can tell I have been on both sides of that one! The local Budweiser has a great amount of say in where the marketing money is placed by Busch Media, and has local money to spend as well. Most of the small town distributors keep the money local. While at ‘TRG in ’89-93 I recall very few buys outside of the Raleigh-Durham metro, especially after the ratings jumped and became more consistent. Most of the advertisers outside of the metro could/would not pay the rate. A few car dealers did but that was about it. Even the on programming side we decided to concentrate our focus on listeners in the metro. We primarily aired calls from those listeners, focused on events in the Triangle, targeted direct mail to hot zips in the metro, etc. Sure it has the big signal but it means very little if it doesn’t produce results in the Raleigh-Durham metro. The extra coverage over the hinterlands means nothing, to programming or sales.