Ever wonder how certain AC stations always seem to land at the top of the ratings? It’s not luck. There’s a clear playbook. Take a close look—do a “programming x-ray”—on the most consistently successful ACs and you’ll see the same things over and over.

They get the music right.
They know their audience and take music research seriously. For them, it’s like a utility bill—non-negotiable. If the music misses, the ratings miss. They never skip the research, because they know skipping it is like turning the lights off.

They live by one rule: Win at Work.
8am to 4pm is the core. Yes, other dayparts matter, but 8–4 is where the bulk of quarter-hours come from. When the book comes in, that’s the first place they look.

They’re brilliant with the basics.
The best ACs sound warm, polished, and natural. Liners don’t get read—they get delivered. The imaging is clear, friendly, and always reminds the listener who they’re with, whether it’s a PPM or diary market.

Their talent is likable, not just “entertaining.”
In sales, people buy from people they like. In programming, people listen to people they like. The best ACs focus on building personalities who are real, relatable, and pleasant to spend time with.

They play it safe—and smart.
“When in doubt, leave it out.” Whether it’s a questionable lyric, a clunky spot, or an off-brand promo, they just skip it. As Rick Sklar said, “You only get hurt by what you play.”

They position around actual listener benefits.
They ask why people listen—and mirror that back. No jargon. No fluff. And they don’t talk about “listening at work” at 5pm.

They focus on companionship more than “content.”
Big ACs know that most content causes talk, and too much talk drives tune-out. Their talent is more about being a friend in the room than trying to entertain. That station becomes part of the listener’s environment—comfortable, reliable, familiar.

They’ve got an app.
Good luck buying an AM/FM radio at Target. The phone is the hub, especially for women. If your station isn’t on their phone, you’re already out of the game. Get the app.

They use Facebook and email the right way.
They don’t overpost or spam. They use Facebook for relevant, useful content—stuff their listeners care about. Email always has a hook: VIP giveaways, secret contests, things that reward opening it.

Above all: They’re consistent.
Every day. Every hour. Same tone. Same quality. Same experience. They’re the restaurant with great service, excellent food, and an environment people want to come back to. No surprises. Just dependable excellence.

Gary Berkowitz is a programming consultant specializing in AC and Classic Hits formats. Reach Gary at gary@garyberk.com or (248) 737-3727. www.garyberk.com 

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