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Register Now for PAB In-Person Sales Training Event

PAB In-Person Sales Training Event, Harrisburg PA

April 10 & 11, 2025 – Harrisburg Hilton

One North Second Street, Harrisburg, PA 17101

Unlock Your Potential at the PAB’s In-Person Sales Training event! Get ready to revolutionize your sales game and take your career to new heights. Join us for an exclusive seminars where you'll:
  • Learn Cutting-Edge Techniques: Discover the latest sales strategies that industry leaders swear by.
  • Network with the Best: Connect with like-minded professionals and industry experts.
  • Boost Your Confidence: Master the art of persuasion and negotiation to close deals effortlessly.
  • Drive Results: Transform your approach and see tangible improvements in your performance.
Don't miss out on this opportunity to invest in yourself and your future. Reserve your spot today and take the first step towards achieving your sales goals! Please complete the registration form and return it to gponti@pab.org by March 19, 2025.

Event Agenda

April 10th Joint Radio & Television Session 3:30-5:30 Derron Steenbergen, Swagger Institute Getting Your Clients More Results…And You More Billing! Businesses are making a huge mistake in how they spend their budgets and market their business. And guess what, we as broadcast sellers are making it worse. This session will equip you with the understanding and tools to get your clients more results while helping you book more long term business. Walk away with actionable insights to boost client satisfaction, deepen relationships, and grow your bottom line. Recommended for all sellers and managers. April 10th Keynote Dinner6:00 Speaker - Erik Therwanger, Think Great, Leading Thru Chaos Leaders are needed the most during the most trying times. Discover your greater purpose as a leader and unlock your potential, inspiring your team to set and accomplish important goals during challenging circumstances. With an emphasis on creating an empowering culture, leaders will learn new ways to encourage their team members, achieve exponential growth, and experience unparalleled results. April 11th Radio (Breakfast included beginning at 8AM)8:30-9:45 Derron Steenbergen, Swagger Institute Surviving to Thriving in Sales The Surviving to Thriving in Sales session is a high energy, exciting way to make your commission checks bigger. Learn simple steps often skipped or forgotten that will help you make more magic in your sales career. Derron will motivate you to use creative approaches to prospecting, new business development and building better relationships. Derron is one of the very best sales trainers, motivators and relatable sales guys you will ever meet. Thousands have left this session with specific tips to make their business more successful, and more importantly, how to have more fun doing it. Oh, and you will learn the six most powerful words in sales and they are sure to change your career. Plus, Derron will give one question that if you start asking every account you have you are guaranteed to get information you have never gotten. Recommended for all sellers and managers 10:00-11:15 Radio Derron Steenbergen, Swagger Institute Proposal Workshop Would you be interested in something that was guaranteed to raise your closing percentage, help you make more money and improve how you are viewed by your clients? Certainly, we all agree that we would want to hear more. Yet, there is a problem. We often take the short cut that does not accomplish any of the things outlined above. Delivering a customized proposal to a client that is based on information you have gathered and clearly outlines what they are trying to accomplish is the single most impactful thing a salesperson can do to grow revenue. From gathering the information to delivering the proposal, this session will focus on simple steps to help you become better. Recommended for all sellers and managers. April 11th Television (Breakfast included beginning at 8AM)8:30-9:45 Tom Ray, JDA.Media Everyday AI: 6 Practical Tips Using AI in Your Sales Day You are the first generation of sales managers and salespeople to access Artificial Intelligence. Tom Ray will share practical tips to use AI to enhance your daily sales efforts. From identifying high-value prospects to personalizing customer interactions, from handling objections to building role play scenarios, from creative help to our favorite “AI prompts”, this session is designed to deliver practical tips to incorporating AI tools that will positively impact your sales day.  10:00-11:15 Television Tom Ray, JDA.Media The Soft Skills Playbook: Mastering the Essentials for Today’s Media Sales Professional Join Tom Ray as he explores the critical interpersonal skills that drive sales success in a competitive landscape. This keynote highlights how empathy, adaptability, and clear communication empower media sellers to forge stronger client relationships and close more deals. In this session, Tom Ray will share the Five Essential Soft Skills every successful media sales professional must master. And, Tom will also share nine subtle soft skill tips no one else will tell you. Attendees will gain actionable strategies to elevate their performance and create lasting business impact. 11:30AM-2PM PAB Excellence in Broadcasting Awards Luncheon  Please email any special dietary needs to gponti@pab.org . Hope to see you in April.

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How to Attract and Retain Broadcast Talent in Pennsylvania

The broadcast industry in Pennsylvania, much like the broader media landscape across the United States, faces a unique set of challenges when it comes to attracting and retaining talent. As the media landscape evolves, fueled by technological advancements and changing audience preferences, the demand for skilled broadcast professionals has surged. Yet, many Pennsylvania stations find themselves competing fiercely for talent. Here, we explore actionable strategies to attract and retain broadcast talent in Pennsylvania, leveraging local insights and initiatives supported by the Pennsylvania Association of Broadcasters (PAB). Understanding the Talent Landscape Current Challenges The broadcast industry is grappling with a notable shortage of qualified professionals, particularly among multimedia journalists (MMJs). Historically, the industry has offered low pay compared to other sectors, making it difficult to attract and retain top talent. In fact, 69% of US employers report difficulties in finding skilled talent, highlighting the industry's challenge. Additionally, the rise of digital platforms has created alternative career pathways, further shrinking the pool of potential candidates. The challenge for Pennsylvania's broadcasters is to not only attract talent but retain it in the face of competition from other industries and sectors. Strategies for Attraction and Retention 1. Competitive Compensation and Benefits To attract top talent, Pennsylvania broadcasters must offer competitive compensation. This means not underpaying MMJs but treating all roles as integral parts of the team with clear career pathways. Compensation packages that include health benefits, flexible working arrangements, and bonuses can make broadcast roles more attractive. 2. Professional Development and Training The PAB provides a rich array of professional development initiatives, such as partnerships with the Radio Advertising Bureau (RAB) for training and certifications. Broadcasters should leverage these resources to enhance the skills of their staff, which not only improves job satisfaction but also retention. For new entrants, programs like the Confer Radio Talent Institute at Commonwealth University in Bloomsburg offer a solid foundation. With 70% of graduates landing their first broadcasting jobs post-completion, this institute serves as a vital talent pipeline for Pennsylvania's broadcasters. 3. Enhance Internship Programs Internships present a crucial pathway for nurturing new talent. The PAB's Broadcast Internship Reimbursement Program allows Pennsylvania broadcasters to offer competitive internships. Interns gain holistic exposure to areas like sales, community relations, and IT/engineering, preparing them for a comprehensive broadcasting career. 4. Recognizing and Rewarding Excellence Programs such as the PAB Excellence in Broadcasting Awards, which celebrate outstanding achievements in the field, help retain talent by recognizing their contributions. Encouraging a culture of recognition can foster a sense of belonging and encourage long-term commitment to the organization. 5. Foster Community Connections Local content still matters immensely. Pennsylvania broadcasters can strengthen their ties with communities through engagement in local events and initiatives. Community-connected journalism not only helps stations stay relevant but also provides journalists with meaningful work that can boost job satisfaction. Leveraging Technology and Innovation Amid these strategies, integrating technology can be a significant draw for talent. By adopting AI tools for tasks like transcription and content recommendations, broadcasters can increase efficiency, freeing journalists to focus on creative storytelling. This balance between technology and creativity can be appealing to prospective employees who value innovation. Conclusion In Pennsylvania, attracting and retaining broadcast talent requires a multifaceted approach that balances competitive compensation, professional development, community involvement, and technological innovation. By harnessing the resources and programs provided by the Pennsylvania Association of Broadcasters and others, stations can position themselves as attractive employers in a competitive landscape. For stations looking to implement these strategies or learn more about enhancing their talent management approach, the PA Association of Broadcasters is a valuable partner. Learn more by contacting PAB today.

How Local Broadcasters Can Use AI Without Losing Audience Trust

Artificial intelligence is rapidly changing the media landscape. From automated transcription and content recommendations to newsroom research tools and generative AI, broadcasters are discovering new ways to use technology to work more efficiently and serve their audiences. For local broadcasters, however, adopting AI comes with an important responsibility: protecting audience trust. Local television and radio stations have a unique relationship with their communities. Audiences often turn to local broadcasters for information about breaking news, severe weather, elections, public safety, schools, businesses, and events happening close to home. That relationship is built over time through accuracy, transparency, and accountability. As artificial intelligence becomes part of the broadcasting workflow, the question is not simply, “How can broadcasters use AI?” It is also, “How can broadcasters use AI responsibly?” In this guide, hosted by the PA Association of Broadcasters, we explore how local broadcasters can take advantage of AI while maintaining the credibility and human connection that audiences value. Why Audience Trust Matters for Local Broadcasters Trust is one of the most important assets a local broadcaster has. National media organizations may reach millions of people, but local broadcasters often serve a specific community. Their audiences may recognize the voices of their reporters, anchors, hosts, and meteorologists. They may rely on the station during a storm, a local emergency, or a major community event. That familiarity creates an important responsibility. When an audience believes a broadcaster is accurate, transparent, and committed to serving the community, it is more likely to continue turning to that broadcaster for information. AI can support that mission, but it should not undermine it. The technology should help broadcasters do their jobs better—not make audiences question whether the information they receive is accurate, authentic, or created without proper oversight. Use AI as a Tool, Not a Replacement for Journalism One of the most important principles for responsible AI adoption is simple: AI should support journalists and broadcasters rather than replace editorial judgment. AI can help with tasks such as: Transcribing interviews Organizing research Summarizing lengthy documents Generating story ideas Identifying trends in large amounts of data Translating content Creating initial drafts or outlines Automating repetitive administrative work These tools can save time and allow journalists to focus more on reporting, interviewing, verification, storytelling, and community engagement. However, AI-generated information should not automatically be treated as accurate. AI systems can make mistakes, misunderstand context, or produce information that sounds convincing but is incorrect. Human oversight remains essential. A reporter or editor should review AI-assisted work before it is published or broadcast, especially when the content involves breaking news, public safety, health, elections, legal matters, or other high-impact topics. Be Transparent About How AI Is Used Audience trust is strengthened by transparency. Local broadcasters do not necessarily need to explain every minor use of technology, but they should consider establishing clear guidelines for when audiences should be informed that AI played a meaningful role in creating or presenting content. For example, transparency may be appropriate when: An image or video has been significantly generated or altered by AI A synthetic voice is used An AI-generated avatar or presenter appears on screen AI has substantially contributed to a published story Automated systems generate content that could reasonably be mistaken for human-created material Clear labeling can help audiences understand what they are seeing or hearing. The goal is not to make AI seem alarming. Instead, transparency demonstrates that the broadcaster is confident enough in its practices to explain them. Protect Accuracy With Human Verification AI can process information quickly, but speed is not the same as accuracy. Local broadcasters should maintain verification standards for AI-assisted content just as they would for any other information used in a broadcast or digital publication. That may include: Checking facts against reliable sources. Confirming names, dates, locations, and numbers. Reviewing AI-generated summaries against original documents. Verifying quotes and transcripts. Confirming that images and video accurately represent the events they claim to show. Having an editor or qualified staff member review high-impact content. This is particularly important during breaking news situations, when inaccurate information can spread rapidly. AI may help organize information during a developing story, but journalists remain responsible for determining what is verified and ready for the audience. Be Careful With Synthetic Media One of the biggest challenges created by generative AI is the ability to produce realistic audio, video, and images. For broadcasters, synthetic media can be useful in certain creative and production contexts. At the same time, audiences may have difficulty distinguishing between authentic footage and AI-generated material. This creates a significant risk of confusion. Local broadcasters should consider clear internal policies for identifying, reviewing, and labeling synthetic media. Any AI-generated or substantially altered content should be handled carefully, particularly when it depicts real people, public officials, community leaders, or real-world events. A useful question to ask is: Could a reasonable audience member mistake this content for authentic, real-world footage? If the answer is yes, additional disclosure or labeling may be appropriate. Protect Personal and Confidential Information AI tools can create privacy and security concerns. Broadcasters may work with sensitive information, including unpublished interviews, personal contact information, internal documents, source information, and materials related to ongoing investigations. Before entering information into an AI system, broadcasters should understand how that tool handles data. Important questions may include: Is the information stored? Is it used to train the system? Who can access the information? Does the tool meet the organization's security requirements? Are there restrictions on uploading confidential or personally identifiable information? Establishing clear rules for what employees can and cannot enter into AI tools can help reduce unnecessary risks. A strong AI policy should address privacy and data security as well as content creation. Maintain the Human Connection Local broadcasting is about more than delivering information. It is also about community connection. Audiences value the human voices and personalities they recognize. Reporters attend local events, interview community members, respond to local concerns, and bring context to stories that automated systems cannot fully understand. AI can assist with the mechanics of content production, but it should not eliminate the human perspective that makes local broadcasting valuable. For example, AI might help a newsroom organize information about a local issue. A reporter can then spend more time talking to residents, attending meetings, asking questions, and adding meaningful context. In this way, AI can potentially give journalists more time to do the work audiences value most. Create Clear Internal AI Policies Every local broadcaster should consider developing clear guidelines for the responsible use of AI. A policy might address: Which AI tools employees are permitted to use What types of information may be entered into AI systems When human review is required How AI-generated or AI-assisted content should be labeled Rules for synthetic audio, video, and images Copyright and intellectual property considerations Accuracy and fact-checking requirements Security and privacy expectations The policy does not need to be complicated. In fact, clear and practical guidelines may be more effective than a long document that employees find difficult to follow. AI policies should also evolve as technology changes. Train Employees Across the Organization Responsible AI adoption requires more than purchasing software. Employees need to understand both the capabilities and limitations of the tools they use. Training can help staff learn: How AI systems generate content Why AI tools can produce inaccurate information How to identify potential errors How to protect confidential data When disclosure may be appropriate How to review AI-generated content How to use AI ethically and efficiently Training should not be limited to newsroom employees. Engineering, production, sales, marketing, management, and administrative teams may all interact with AI tools in different ways. A shared understanding can help create a consistent approach across the organization. Listen to the Audience Trust is not a one-time achievement. It is an ongoing relationship. Local broadcasters should pay attention to how their audiences respond to AI-related changes. If a station introduces AI-assisted features, it may be useful to explain the purpose of the technology and invite feedback. Audiences may have questions such as: Was this content created by a person? Was AI used to generate this image? How was this information verified? Why is the station using AI? What safeguards are in place? Answering these questions openly can help reduce uncertainty. In many cases, people are less concerned about the existence of AI than they are about whether organizations are using it secretly or irresponsibly. The Future of AI in Local Broadcasting AI will likely continue to become part of the broadcasting environment. The technology may help local broadcasters automate routine tasks, analyze information, personalize digital experiences, improve accessibility, and support content production. But the most successful broadcasters will likely be those that combine technology with strong editorial standards and a clear commitment to their communities. AI can make certain processes faster. It can help teams manage large amounts of information. It can support creativity and efficiency. What it cannot replace is the responsibility to verify information, provide context, protect sources and personal data, and serve the public with integrity. Final Thoughts The question for local broadcasters is not whether AI should be used at all. The more important question is how it can be used responsibly. By keeping humans involved in important decisions, verifying information, protecting sensitive data, labeling synthetic media when appropriate, training employees, and communicating openly with audiences, local broadcasters can explore the benefits of AI without sacrificing the trust they have worked to build. For local media organizations, trust remains the foundation. AI should strengthen that foundation—not weaken it. Hosted by the PA Association of Broadcasters, this conversation reflects an important opportunity for local broadcasters to approach new technology with both innovation and responsibility. The future of broadcasting may include more artificial intelligence, but audience trust will continue to depend on something fundamentally human: accuracy, transparency, accountability, and a genuine commitment to the communities being served.

What Does a Broadcast Engineer Do? Roles, Skills & Career Path

Behind every television broadcast, radio program, live event, and streaming production is a team of technical professionals working to make sure the signal gets where it needs to go. One of the most important members of that team is the broadcast engineer. Broadcast engineers are responsible for the technology that makes broadcasting possible. They install and maintain equipment, troubleshoot technical issues, manage transmission systems, and help ensure that audio and video remain clear, reliable, and compliant with industry standards. While audiences may never see the engineer behind the scenes, their work is essential to keeping stations and productions on the air. In this guide, hosted by the PA Association of Broadcasters, we’ll explore what a broadcast engineer does, the skills needed for the job, common career paths, and why this can be an exciting career for people interested in technology, media, and problem-solving. What Is a Broadcast Engineer? A broadcast engineer is a technology professional who supports the systems used to create, process, transmit, and distribute audio and video content. Depending on the employer and type of broadcast operation, a broadcast engineer may work with: Radio and television transmission systems Studio audio and video equipment Broadcast automation systems Antennas and transmitters Satellite and microwave systems Streaming and digital media platforms Computer networks and servers Audio consoles and production equipment Cameras, lighting, and video systems The job can vary significantly from one workplace to another. An engineer at a television station may focus heavily on studio systems and transmission infrastructure, while a radio engineer may spend more time working with audio equipment, transmitters, antennas, and automation systems. Regardless of the specific environment, the goal is generally the same: keep the technology running and ensure that programming reaches the audience reliably. What Does a Broadcast Engineer Do? Broadcast engineering is a hands-on career that combines technical knowledge with troubleshooting and communication skills. A typical day can include a wide range of responsibilities. 1. Maintain Broadcast Equipment Broadcast engineers regularly inspect, test, maintain, and repair the equipment used in a station or production environment. This may include transmitters, servers, routers, audio boards, cameras, microphones, monitors, automation systems, and other specialized technology. Preventive maintenance is an important part of the job because identifying a potential problem early can help prevent a major failure during a live broadcast. Engineers may also maintain documentation and maintenance schedules to help ensure that critical systems remain reliable. 2. Troubleshoot Technical Problems When a broadcast experiences a technical issue, the broadcast engineer is often one of the first people called to investigate. Problems can range from a microphone that suddenly stops working to a transmission system that is no longer sending a signal. Engineers must be able to quickly identify the source of a problem, determine the best solution, and restore service as efficiently as possible. This is one reason problem-solving is such an important skill in the profession. Broadcast engineers often work under pressure, particularly when an issue occurs during a live program or important event. 3. Install and Configure New Technology Broadcast technology is constantly changing. Stations and media organizations regularly upgrade equipment and systems to improve quality, efficiency, and reliability. Broadcast engineers may help research new technology, design system upgrades, install equipment, configure software, connect networks, and test new systems before they go live. The role can involve everything from replacing a single piece of equipment to helping plan an entirely new studio or transmission facility. 4. Monitor Broadcast Systems Many broadcast operations run around the clock, which means engineers may monitor systems to make sure they are operating correctly. Engineers may check signal quality, system performance, power levels, network connectivity, and other technical metrics. Monitoring can help identify issues before they become noticeable to viewers or listeners. In some organizations, broadcast engineers may also participate in an on-call rotation or work evenings, weekends, holidays, or overnight shifts. 5. Support Live Productions Broadcast engineers may work closely with producers, directors, reporters, hosts, technicians, and other members of a production team. During a live broadcast, they may help ensure that audio and video systems are functioning properly and that signals are routed to the correct destinations. Live events can require careful preparation and coordination. Engineers may help test equipment before a production begins, troubleshoot problems during the event, and assist with technical support afterward. What Skills Does a Broadcast Engineer Need? A successful broadcast engineer typically combines technical expertise with practical problem-solving skills. Technical Knowledge Broadcast engineers need a strong understanding of the technologies used in their specific area of broadcasting. Depending on the job, this may include knowledge of: Audio and video systems Electronics RF and transmission systems Computer networking IT infrastructure Broadcast automation Digital signal processing Software and operating systems Because technology changes quickly, successful engineers also need to be comfortable learning new systems throughout their careers. Troubleshooting and Problem-Solving Broadcast engineering often involves diagnosing problems that do not have obvious answers. An engineer may need to work through a series of possibilities, test equipment, review system information, and identify the root cause of a failure. The ability to stay calm and methodical is particularly valuable when working under time pressure. Communication and Teamwork Although the job is technical, broadcast engineers rarely work in isolation. They regularly communicate with production staff, station managers, vendors, contractors, IT professionals, and other engineers. Being able to explain technical information clearly is an important part of the job. Attention to Detail Small technical problems can sometimes create major broadcast issues. Engineers need to be detail-oriented when installing, configuring, testing, and maintaining systems. Careful documentation and organization can also make it easier to troubleshoot future problems. Adaptability Broadcast technology continues to evolve. Traditional broadcasting increasingly intersects with digital platforms, streaming, cloud systems, IP-based workflows, and other emerging technologies. Engineers who are willing to continue learning and adapt to new tools can position themselves for long-term career growth. How Do You Become a Broadcast Engineer? There is no single path into broadcast engineering. Some professionals enter the field through formal education, while others build their careers through hands-on experience and technical training. Education Many broadcast engineers study subjects such as: Electrical engineering Electronics Broadcast technology Telecommunications Information technology Computer networking Audio or media production A degree can provide a strong foundation, but practical experience is also extremely valuable. Hands-On Experience Internships, entry-level technical positions, student media organizations, and hands-on projects can help aspiring engineers build useful experience. Working with audio equipment, computers, networking systems, electronics, or production technology can all help develop relevant skills. For many people, the best way to learn is by combining classroom knowledge with practical experience. Certifications and Continuing Education Depending on their career goals, broadcast engineers may pursue professional certifications or additional training in areas such as networking, electronics, IT, or specialized broadcast technologies. Continuing education is especially important as the industry adopts new technologies and workflows. What Is the Career Path for a Broadcast Engineer? Many broadcast engineers begin in entry-level technical roles and gradually take on more responsibility as they gain experience. A possible career path may include positions such as: Broadcast technician Assistant or junior broadcast engineer Broadcast engineer Senior broadcast engineer Chief engineer Director of engineering Broadcast technology or operations manager Some professionals also move into related areas, including telecommunications, network engineering, systems administration, live event production, or media technology. The skills developed in broadcast engineering can be valuable across a wide range of technical industries. Why Consider a Career in Broadcast Engineering? Broadcast engineering can be a rewarding career for people who enjoy technology and want to work in a fast-moving environment. The profession offers the opportunity to: Work with advanced technology Solve new problems every day Support live and high-impact productions Combine technical work with creative industries Continue learning throughout a career Build skills that transfer to other technology fields For people who enjoy understanding how systems work and figuring out how to fix them, broadcast engineering can offer a unique combination of technical challenge and real-world impact. The Future of Broadcast Engineering The broadcasting industry continues to evolve, and broadcast engineers are evolving with it. Modern media operations increasingly rely on digital systems, IP-based infrastructure, cloud technologies, remote production, automation, and streaming platforms. These developments are creating new opportunities for engineers with a broad technical skill set. While the tools and technologies may change, the need for skilled professionals who can design, maintain, troubleshoot, and improve broadcast systems remains strong. Final Thoughts So, what does a broadcast engineer do? In short, they help make broadcasting possible. From maintaining transmitters and studio equipment to troubleshooting live technical problems and implementing new technology, broadcast engineers play a critical role behind the scenes. Their work helps ensure that television, radio, and other media platforms can deliver reliable content to audiences. For anyone interested in technology, electronics, media, and problem-solving, broadcast engineering may be a career path worth exploring. With the right combination of education, hands-on experience, and a willingness to keep learning, aspiring engineers can build rewarding careers in broadcasting and beyond. Hosted by the PA Association of Broadcasters, this overview highlights the important role broadcast engineers play in Pennsylvania’s broadcasting industry and the many opportunities available to those interested in pursuing a career behind the scenes of media.