Gray’s No-Rep Strategy Draws Mostly Skeptics
While some other broadcasters say the move to bring its rep business in-house may work due to Gray’s size, many think it’s risky business, with the costs likely to outweigh the benefits. The decision to go it alone was not made lightly, said Gray’s Kevin Latek, SVP, business affairs. “We analyzed this every which way possible for pretty much close to a year until we came just to form a consensus … that this was the right direction for Gray to go.”
The head of the rep firm’s radio division now adds television to his portfolio.
As VP and director of national sales for Gray Television, his rep firm is Katz-owned Continental. Spiesman was a victim of Katz layoffs a year ago. “This is loaded with ironies,” he says.
Katz’s Continental division replaces Cox Reps at seven stations: WKBW Buffalo (ABC); WMYD Detroit (MNT); KDLH Duluth, Minn. (CBS); WISE Ft. Wayne, Ind. (NBC); KSEE Fresno, Calif. (NBC); WHOI Peoria, Ill. (ABC); and KOFY San Francisco (independent).
Citadel’s new ABC affiliate in Rhode Island joins three others in being repped by the Katz division.
