Mike LoConte
Mike began his 25-year career in the broadcast industry in
his home state of Florida selling cable subscriptions door
to door. Noticing that a sales manager’s shoes don’t
wear out as quickly, he turned his energy towards sales management
and soon became Director of Sales and Marketing for Scripps
Howard Cable in Knoxville, TN. He moved on to radio and proved
himself again, first being a top biller three years in a row
at Jacor Communications in Knoxville, then becoming Sales
Manager with South Central Communications. He moved to Greenville,
SC where he spent three very successful years as GSM over
three Benchmark Communications’ stations.
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Keith Fader
Keith Fader started in Radio right out of college. He hit
the streets with the goal of entering every “Mom and Pop”
operation in Southern New Jersey and made that the
centerpiece of his sales philosophy. Over the course of his
years as an Account Executive, Keith’s business grew and,
with it, the profile of his clients. No matter how many big
advertisers and agencies he added, he never forgot about the
“small” businesses. In his mind, those are the advertisers
who help you get through the tougher times when big
businesses and agencies can cut their radio budgets without
notice.
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Karen Travis
Karen is a veteran broadcaster with over 25 years of experience.
She spent the first few years of her radio career as a top sales performer and sales
management executive in major markets, including Philadelphia, Boston and Cleveland.
In 1984, she became one of the first representatives for the innovative and newly created Tapscan, Inc.
For eight years, Karen trained and educated over 1,000 radio, television and advertising
representatives in major, medium and small markets on the best ways to understand their
product(s) and create advertising schedules that would be successful for their clients.
In 1992, she became the President/CEO of her own broadcasting company, which owned and
operated sixteen radio stations in small to medium markets, including Blacksburg, VA,
Roanoke-Lynchburg, VA and Fort Wayne, IN.
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Larry Cain
Larry is a 20-plus year radio and
business pro. He started off in 1986 as an overnight
announcer in Strasburg, VA and quickly realized that in
order to support a family, sales, management and ownership
would be the way to go! Larry became a top sales and
management performer in markets like Winchester, VA;
Knoxville, TN; Ft. Wayne, IN and Washington D.C. He has won
numerous awards for voice-over work and sales plus has been
asked to speak both nationally and internationally at
numerous sales conferences and conventions.
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 Speed Marriott
Twenty-nine years ago, this astute young copywriter quickly
discovered that copywriters drove cars from the previous decade,
while account executives drove cars from the current decade.
Speed made the move into sales and never looked back. In 1981
he began a 13-year career with Shamrock Broadcasting (Disney)
rising through the ranks to GSM over Shamrock’s Pittsburgh
and Denver operations. Speed and Mike LoConte met in Knoxville
when he became GSM for South Central Communications where,
as a team, they broke a series of monthly and annual billing
records.
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Mark Squires
Mark is the TOP
PRODUCER for Advantage Systems. During the past 8 years,
Mark has completed the program over 100 times and has
generated more than $42,000,000 for broadcast companies
around the country!
Mark Squires is a native Philadelphian, who currently
resides in Rochester, NY. He received a degree in
Communications from Temple University and has spent
twenty-eight years in the radio business. He has worked in
every aspect of the business, working his way up from on-air
personality and sales to sales management and station
ownership.
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Frank Kulbertis
Frank is a highly accomplished trainer and public speaker.
You may have seen him as a presenter at the last several RAB
and NAB conferences. He also addressed Canada’s largest
gathering of broadcasters at Canadian Music Week 2002 in Toronto.
Or you may be familiar with articles he has written for Radio
Ink for whom he is a contributing writer. Frank has worked
his way through the ranks of radio from programming to sales
to General Sales Manager. ‘Mr. Cluster’, as he
is sometimes dubbed, may well be the radio industry’s
leading expert on cluster sales and management. Since the
early days of consolidation he has successfully been putting
together and managing cluster sales teams.
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Mariann Staino
Mariann is a 24-year veteran of the media industry.
She is a native
Philadelphian living in Atlanta, Georgia.
She started her media
career in radio, always
pioneering new business and non-traditional revenue streams.
Her early years were spent in Atlantic City at WAYV;
from there she returned to Philadelphia (a top 5 market at
the time) and continued her career at WPEN, WMGK, WOGL and
WMMR before landing at Clear Channel.
She spent most of her
time designing tactical programs that increased incremental
display opportunities at retail locations for manufacturers
like Procter & Gamble, Kraft and Nabisco.
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Dave LoConte
Dave LoConte specializes in training sales teams to become better
prospectors, sellers and closers. Early in his career, Dave
observed the top performers in business were focused and driven.
Most important of all however, he recognized they had a plan.
Emulating those skill-sets has proven extremely valuable to
Dave in his sales management career and has helped him to become
an accomplished trainer and facilitator. Before joining the
Advantage Systems team, Dave was President of Advantage Training
Solutions, where he helped develop and enhance the leadership
skills of sales reps and managers from small local businesses
to multi-national giants.
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