Selling Speed: The MRN NASCAR Local Sales Podcast

2026 March - Premium Pricing

Mon, 23 Mar 2026 22:28:15 GMT

We speak with Chris Fleming, broadcaster, sales management expert, author, and the consultant President of CD Media Consulting. Live sports is a premium product and Chris and I focus on getting a premium price for it.

CD Media Consulting

#sales

#radio

#sports

#media

#broadcasting

#NASCAR

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2026 February - Tourism

Tue, 10 Feb 2026 22:38:49 GMT

This month we look at tourism as an advertising category and the America 250 effort that may lead to dollars for you.

Links discussed:

Beer Trail Example

Radio Ink spotlight on Tourism

Westwood One Tourism Study

America 250

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2025 November - Why AI?

Mon, 03 Nov 2025 21:05:01 GMT

There's been a lot about artificial intelligence recently in the radio trades, but where do you start and how can it help an over worked and under-staffed sales force. I took some time to look into it for you and find ways that it can help you in your sales process.

ChatGPT

Microsoft Co-Pilot

Suno AI

Selling Speed: November 2025 - To see AI generated logos

#NASCAR

#sales

#media

#marketing

#advertising

#radio

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2025 October - Responding To No One Listens Anymore

Fri, 17 Oct 2025 20:44:06 GMT

Media Consultant Chris Fleming helps us respond to the misinformed statement "No one listens to radio anymore."

#NASCAR

#radio

#sales

#media

#sports

#advertising

#marketing

Links from this episode:

Chris Fleming LinkedIn

CD Media Consulting

Peter Drucker Bio

Double Your Revenue book (Amazon)

2025 August Selling Speed

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2025 August - Myths

Mon, 25 Aug 2025 17:28:15 GMT

As radio sellers for local NASCAR coverage, you confront myths surrounding both the sport and radio everyday. In this month's episode we look at three myths I have personally encountered this season when talking to prospects and how to defeat them.

Links from this episode:

Mythbusters TV Series

"The Focus Group of One"

Current federal government efforts to keep AM in cars.

The Truth About Radio book

#NASCAR

#radio

#media

#sports

#marketing

#advertising

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2025 July - Collaboration

Thu, 03 Jul 2025 15:44:47 GMT

With the recent news of IHeart and Audacy working together, I have thoughts on a collaborator that possibly is already in your market...The CW.

Links from this podcast:

Audacy Joins the IHeart App

RAM CEO Kuniskis on NASCAR

Fox TV Daytona 500 vs. Indy 500 Prices

e.l.f. Cosmetics: Why NASCAR

Jeff Gordon on New Sponsor Interest

Amazon Prime NASCAR Viewership

Jerry Bruckheimer on Days of Thunder II

No Perfect NASCAR In-Season Challenge Brackets

Daniel Suarez Leaving Trackhouse after 2025 Season

#NASCAR

#Radio

#Sales

#Marketing

#Media

#Sports

#Advertising

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2025 May - Exclusivity

Mon, 26 May 2025 04:00:00 GMT

Radio returns as the exclusive and free source for NASCAR racing over the next 5 weeks. We look at how the Amazon Prime Video partnership works to your radio station's advantage this summer.

Links from the podcast:

NASCAR TV Coverage in 1979

NASCAR Full Speed Trailer

Earnhardt documentary trailer

#NASCAR

#Sports

#Marketing

#Media

#Radio

#Sales

#Advertising

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2025 April - Selling Consistency

Fri, 25 Apr 2025 19:14:45 GMT

As a media sales professional we sometimes have to have tough conversations with our clients. This one might be the most important for both of you, convincing them to use the correct level of spending to produce the most impact for their business.

We also look at a new study that proves once again that radio sells cars.

Links from the newsletter version:

Twitter Post Examining 2024 Car Sponsors

Media Audit Study of NYC Radio Listeners Car Buying Plans

2023 NASCAR NextGen Fan Study

#NASCAR

#Sales

#Media

#Radio

#Advertising

#Sports

#Marketing

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2025 March - Show Me The Money: 1010XL x UA Local 234

Mon, 24 Mar 2025 16:27:47 GMT

Stations always ask what non-traditional advertising categories might be available and make sense for NASCAR. On a recent visit to our affiliate in Jacksonville, FL, Station owner Steve Griffin and General Sales Manager Ken Brady sang the praises of their account executive Stacey Haskell for selling NASCAR to a local union. This month, we find out more about her relationship with UA Local 234 and why NASCAR and 101XL works for them.

#NASCAR

#Sports

#Media

#Radio

#Advertising

#Marketing

#Sales

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2025 February - Press The Gas

Wed, 12 Feb 2025 20:05:29 GMT

A just announced NASCAR Official partnership can be looked upon as a local opportunity and as an example to follow when pitching multiple location businesses in your area,

Suburban Propane

Suburban Propane 2nd link

2024 TV Viewership Gains

2024 TV Auto Racing Broadcast Rankings

#NASCAR

#Sports

#Media

#Radio

#Advertising

#Marketing

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2024 October - Perfect Timing

Fri, 25 Oct 2024 16:49:06 GMT

In this month's Selling Speed we look at why this is a good time to pitch 2025 NASCAR programming and some strategies to get the order.

Link to 2023 NASCAR NextGen Fan Study

#NASCAR

#Sports

#Media

#Sales

#Marketing

#Advertising

#Radio

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2024 September - Exciting & New

Thu, 26 Sep 2024 19:22:14 GMT

Things should be easy to sell if they are new and exciting, but what happens when it’s your 10th year of NASCAR…your 25th…your 40th? We have a handful of stations that have aired every NASCAR race we have produced since we began in 1970…how do they stay excited? We'll explore it in this month's episode of Selling Speed, The Podcast!

Links Mentioned in Episode:

Adam Stern of Sports Business Journal Tweet on The CW

The NASCAR Xfinity Series on The CW

2023 NASCAR NextGen Fan Study

Radio Ink "Radio Triumphs Over TV, Beating 12x Ad Spend for Tax Prep"

Cumulus/Westwood One Blog on Tax Prep

#NASCAR #Radio #Sports #Media #Advertising #Sales #Business #Marketing

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2024 August - Selling Never Stops

Wed, 07 Aug 2024 20:20:31 GMT

Selling never stops for radio and for NASCAR. Here a a couple NASCAR deals that might lead to local sales.

Links:

Goodyear deal from Global Data

2023 NASCAR Next Gen Fan Study

Straight Talk Wireless deal

Braves at Bristol Motor Speedway

Let me help you connect the dots to new revenue, 704-262-6713 or bquick@mrn.com.

#NASCAR

#sports

#media

#radio

#sales

#marketing

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2024 July - Unique Ideas

Fri, 28 Jun 2024 20:15:37 GMT

NASCAR has broad appeal, but many advertisers don't know that. The NASCAR fan might be the unique audience that an uncommon advertiser might be looking for.

Mentioned in this episode:

Snapchat sponsors Xfinity team at Chicago

2023 NASCAR NextGen Fan Study

Katz Radio Group Media Trustworthiness Study

#NASCAR

#Radio

#Sports

#Marketing

#Media

#Sales

#Advertising

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2024 June - Who Are They?

Wed, 05 Jun 2024 17:11:27 GMT

Much like the changing makeup of the American population, the NASCAR fan is changing and there are sales opportunities we can take advantage of because of it.

Also covered what we know about the 2025 schedule so far.

#sales

#sports

#radio

#advertising

#marketing

#media

#NASCAR

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2024 March

Wed, 06 Mar 2024 20:20:12 GMT

Seasoned pros to rookies...these are three common mistakes radio stations make selling NASCAR.

Link to 2023 NASCAR NextGen Fan Study

#NASCAR

#Sports

#Radio

#Marketing

#Media

#Advertising

#Business

#Sales

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2024 January

Mon, 29 Jan 2024 22:20:05 GMT

In this episode we look at selling our short form ancillary programming.

Links mentioned this month:

2024 MRN Sales Kit

Selling Speed: 2022 January (Best practices for selling races)

Selling Speed: 2022 September (with Loyd Ford & Ed Knight-Selling NASCAR)

Audio 1 Support for new XDS

Call Audio 1 at 214-396-9405 or Email support@audio1.com

Weather Delays and Affiliate Bulletins

@4MRNAffiliates

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2023 December

Sun, 03 Dec 2023 19:52:55 GMT

NASCAR negotiated with 5 TV partners for its new broadcast deal spanning from 2025-2031. There are three main reasons how these new deals will help you sell NASCAR to your local radio clients.

Links Mentioned:

NASCAR TV Deal Details

2023 November - EXTRA

Tue, 07 Nov 2023 09:32:59 GMT

This is an extra episode of Selling Speed where we will play the audio from our latest sales webinar looking at the 2023 NASCAR Next Gen Fan Study. Follow the links in the show notes to download your copy of the presentation and the webinar video. It’s very powerful selling information to help you mine for new business, find places to promote the race broadcasts, and defeat objections.

Links referenced in this episode:

2023 NASCAR Next Gen Fan Study PowerPoint

2023 NASCAR Next Gen Fan Study Webinar Video

#NASCAR

#Radio

#Sports

#Media

#Marketing

#Sales

#Advertising

#Business

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2023 October

Wed, 01 Nov 2023 11:47:30 GMT

Way back in 2016, one of my very first Selling Speed articles (before we expanded to a podcast version), we looked at the common objections stations get when selling NASCAR. The objections haven’t changed but there is some new data we can add to help fight the good fight. So, we’ll revisit what I wrote in 2016 and add a little 2023 color just in time for selling your 2024 NASCAR packages…

Links referenced in this episode:

NFL & MLB research on fans who listen to the radio while watching their games.

U.S. Regional Population

2023 NASCAR Next Gen Fan Study PowerPoint

2023 NASCAR Next Gen Fan Study Webinar Video

#NASCAR

#Radio

#Sports

#Media

#Marketing

#Sales

#Advertising

#Business

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2023 August

Mon, 28 Aug 2023 19:36:58 GMT

Breaking Through...to a new ad category. Richard Childress Racing added sponsorship recently to the number 3 & 8 cars with mega personal injury law firm Morgan & Morgan. This is an ad category I have been talking about since I sold local radio and why there needs to be more of this category on the radio. We talk about why radio and NASCAR make sense for personal injury lawyers in this episoide.

Links:

Richard Childress Racing

Morgan & Morgan

Survey Question

#radio

#sales

#NASCAR

#Sports

#media

#advertising

#marketing

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2023 July

Thu, 27 Jul 2023 14:10:12 GMT

Those of us of a certain age remember the great Paul Harvey and his newscasts each noon daily for decades on radio stations across the country. There has been so much good news on the NASCAR scene this season, I’m sure you have not been able to keep up. These items are presented to you to help spread the news of the growth of the sport, to help you engage with your clients who are fans and continue to defeat the uninformed “NASCAR is dying” objection/opinion when faced with it.

So, I will attempt to inform and entertain as the late Mr. Harvey once did…and now the news! Links to the 8 news stories mentioned in the podcast are below.

· Goodyear’s NASCAR Sponsorship Tops All

· The Business of NASCAR in 2023

· Sellouts, we’ve had a lot of them including Pocono

· “Windy City” Economic Impact from NASCAR

· NASCAR Next Gen Fan Study

· NASCAR Day Giveathon

· NASCAR's Ben Kennedy Named to SBJ's "40 Under 40" List

#NASCAR

#advertising

#sports

#radio

#media

#marketing

#sales

· A NASCAR/NFL Connection

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2023 June - BONUS EPISODE

Fri, 09 Jun 2023 18:25:41 GMT

In this BONUS episode we share the audio recording from NASCAR Next Gen Fan Study Webinar - MRN Lunch & Learn on June 7th. We revealed all the great data and sales information we got from our completed study of 5 markets using the Local Radio Analysis (LRA) product from FMR Associates. Download a copy of the presentation and the complete video recording for your sales efforts and for training new staff members at a later date.

2023 NASCAR Nest Gen Fan Study

June 7th MRN Lunch & Learn Video Recording

#radio

#sales

#NASCAR

#sports

#marketing

#media

#advertising

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2023 May - SPECIAL EPISODE

Wed, 24 May 2023 12:41:07 GMT

A Selling Speed x The Encouragers: The Radio Rally crossover episode entitled "The Next Gen NASCAR Fan Study" with Loyd Ford of Rainmaker Pathway Consulting Works, Kent Phillips from FMR Associates & TCCP Radio, and major market air talent Meg Butterly lends her talents to help keep us focused and on topic.

Bob, Loyd, & Kent go over findings from a recent consumer study of the 21st century NASCAR fan and just how powerful the NASCAR brand is among almost all radio formats.

#NASCAR

#Radio

#advertising

#marketing

#sales

#sports

#media

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2023 April

Mon, 24 Apr 2023 16:58:20 GMT

In this month's episode Bob interviews Marc Greenspan from Research Director, Inc. They discuss two of NASCAR fan's biggest strengths for sellers, loyalty and spending power.

Links to the original Radio Ink articles written by Marc discussed in this episode:

Selling Audience Loyalty

Selling the Value of Your Older Audience

MARC GREENSPAN

FOUNDER/CEO - RESEARCH DIRECTOR, INC.

Office: 410-295-6619 x11

mgreenspan@ResearchDirectorInc.com

#sales

#NASCAR

#radio

#sports

#media

#advertising

#marketing

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2023 March

Mon, 27 Feb 2023 10:00:57 GMT

The winning team at the 2023 Daytona 500 has a unique sponsorship model that we can emulate on the local NASCAR sales level with a little creative thinking and a little creative selling.

Links from this episode:

Ricky Stenhouse, Jr.

JTG Daugherty Racing

Kroger

Kroger Vendor Program Article

Cottonelle JTG Sponsor Activation Article

WDNG NASCAR Craftsman Truck Series Social Post

WDNG Broadcasting at Daytona Pictures

WLIJ NASCAR Coverage Post

WECO NASCAR is Back Video Post

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2023 February

Wed, 01 Feb 2023 19:25:53 GMT

In this month's Selling Speed we look at legacy ideas that still have legs.

Links mentioned in this episode:

Legacy Motor Club

#advertising

#radio

#marketing

#sports

#media

#nascar

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2022 December

Tue, 13 Dec 2022 15:15:12 GMT

In this episode of Selling Speed we examine 4 categories that will spend billions on advertising in 2023 according to a recent BIA Advisory Services webinar.

BIA Advisory Services

http://www.biakelsey.com/

Top Recession-Proof Opportunities for 2023 Webinar

2022 Sports Business Journal reader survey

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2022 November

Thu, 17 Nov 2022 21:40:07 GMT

We discuss the massive momentum for NASCAR heading into their 75th Season and how it can relate to sales.

Links included in the episode:

GFK

WDNG-AM "The New 95.1, The Mountain"

#nascar

#radio

#sales

#advertising

#sports

#marketing

#media

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2022 September

Thu, 15 Sep 2022 14:20:38 GMT

The NASCAR Race to Revenues in 2023 event was a collaboration with Loyd Ford of Rainmaker Pathways Consulting Works, Alec Drake of Drake Media Group, and Ed Knight of WECO-FM radio. In this BONUS episode we talk about finding all the available revenue streams when you have an affiliation with Motor Racing Network and use NASCAR to enhance your selling, when is the best time to sell NASCAR on the calendar, NTR and other untraditional NASCAR targets, and so much more.

Bob Quick, Sr. Manager Radio Partnerships - Motor Racing Network

704-262-6713

bquick@mrn.com

Loyd Ford, Rainmaker Pathways Consulting Works

864-448-4169

ford@rainmakerpathway.com

Alec Drake, Drake Media Group

214-529-2007

adrake@drakemediagroup.com

Ed Knight, WECO Radio

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2022 August

Tue, 23 Aug 2022 17:43:49 GMT

In this month's episode, we talk with Chris Fleming, EVP at El Dorado Broadcasters in Victorville, CA, a local radio broadcaster who has successfully sold digital products in multiple markets he has worked in. Here are some helpful links from the episode:

To buy Chris' books:

cdmediaconsulting.com

What his digital news sites look like:

HDdailynews.com

His email marketing partner:

Site Impact

Creative services outsourcing website:

fiverr

NASCAR Foundation car donation program details:

learn more about the program

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2022 June

Fri, 24 Jun 2022 22:32:13 GMT

In this month's episode, we explore prospecting the service industry for your NASCAR sales.

Barrett Sports Media article link:

https://barrettsportsmedia.com/2022/06/17/the-dental-industry-is-hot-and-your-hosts-can-help-you-rake-in-ad-dollars/

Loyd Ford - Rainmaker Pathway

https://rainmakerpathway.com/

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2022 May

Mon, 23 May 2022 18:04:23 GMT

In the May 2022 edition we interview Tony Garcia of Global Media Services and Now Media, home of the Bob & Sheri Show. The similarities between what Tony does on a daily basis and what I do here at MRN are almost identical even though the target demographics might be different. Fans of both Bob & Sheri and those of NASCAR are so completely loyal, that we can learn from one another the best way to promote, program, and sell our products.

Contact Tony at Global Media Services, Now Media, or the Bob & Sheri Show or garciatony60@gmail.com.

Link to a listing of MRN covered events from the ARCA Menards Series:

2022 ARCA Menards Series schedule

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2022 March

Tue, 29 Mar 2022 15:29:29 GMT

This month we speak with Loyd Ford, radio consultant with Rainmaker Pathways Consulting. We discuss best practices for promoting, programming, and selling NASCAR plus talk about radio in general and the challenges local stations face in 2022.

Find Loyd at rainmakerpathway.com.

#NASCAR

#Radio

#Sales

#Advertising

#Marketing

#Media

#Sports

#Business

#Bisnus2Business

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2022 January

Thu, 27 Jan 2022 20:49:37 GMT

In the January edition we look at the success of the 2021 season, look ahead to the changes for the 2022 season, and how they affect sales. We go over the strengths of the loyalty and demographics of the NASCAR fan plus cover best practices for prospecting, packaging, and pricing. It is a replay of our January MRN NASCAR Local Sales webinar.Webinar video link:https://nascar-my.sharepoint.com/:v:/g/personal/rquick_mrn_com/Ec64LdU70VdHo_B9Vt68KuEB4XdhudI2xB_TpqOXYTX9zg?e=smAsZKPresentation deck link:https://nascar-my.sharepoint.com/:p:/g/personal/rquick_mrn_com/Efd8MfZ0efNAjnF2D7F62vwBRDUymxhrs26l5bBcUitK7g?e=oCv7VK

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2021 December

Tue, 30 Nov 2021 19:03:20 GMT

In the December edition, we look at updating our NASCAR packages and ahead to prepare for the 2022 season.

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2021 October

Tue, 26 Oct 2021 21:16:34 GMT

Using emerging online audio platforms to leverage local NASCAR radio sales

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2021 September

Mon, 27 Sep 2021 17:47:34 GMT

We look at "The Question" and how to defeat it in this month's edition.

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2021 August

Wed, 11 Aug 2021 21:14:49 GMT

We explore using the NASCAR Playoffs to spark 2022 sales. Links discussed in this episode:Kyle Larson sponsorship: https://apnews.com/article/technology-sports-business-auto-racing-formula-one-606642ed696ea380ffa48d2215b39ad4Hendrick Automotive Locations: https://www.hendrickcars.com/locations/index.htmJayski.com driver sponsor list: https://www.jayski.com/nascar-cup-series/2021-nascar-cup-series-team-driver-chart/NASCAR Standings: https://www.nascar.com/standings/nascar-cup-series/Hannah Newhouse All Access Women to Watch: https://www.allaccess.com/net-news/archive/story/209701/in-all-access-women-to-watch-column-charese-fruge-

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2021 July

Mon, 26 Jul 2021 00:00:00 GMT

We share a great idea to promote your stations and NASCAR to your local market...and make money from it.

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2021 June

Wed, 23 Jun 2021 20:02:07 GMT

As station employees wear more hats than just sales, efficient execution of MRN programming becomes more vital to save time and sell more

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2021 May

Thu, 13 May 2021 15:13:03 GMT

In this episode, we look at prospecting Business to Business clients and look at one of the most famous B2B NASCAR sponsors, Interstate Batteries. I reference this great article from Forbes as well:http://www.forbes.com/sites/gregengle/2021/05/05/how-a-30-year-long-nascar-sponsorship-came-to-be/

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2021 March

Thu, 25 Mar 2021 20:58:25 GMT

In this month's episode, we look at new brands using NASCAR in 2021 and what categories to mine for new business locally.

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2018 August

Wed, 15 Aug 2018 19:40:05 GMT

The the August 2018 episode we dive deeper inside an affiliate mid-season upsale and extension and introduce you to NASCAR local sales expert Ed Knight from WECO-FM.

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