STATION MANAGER CDI 01/19/98 Page 1 January 21, 1998 TO: Bill Grady Ft Dodge - SBC MEMO RE: Career Development Interview FROM: Dean Sorenson, SORENSON BROADCASTING CORPN 600 N. Kiwanis, Sioux Falls, SD 57104 Phone 605/334-1117 Fax 605/338-0326 GROSS SALES - To reach a pre-determined volume of gross sales. Excellent (You gotta really hit it straight-on-BIG, to get an Excellent!!!) In 1997 was another "over goal year". 6 successful management years (under the SBC flag) with the Fort Dodge stations. Congratulations! 1994 $502.1 up 13.5% 1995 $653.2 up 30% 1996 $715.0 up 9% 1997 $787.3 up 10% On a Goal of $775!!! KUEL has surpassed KVFD, for the first time. You've built a nice team' between Ewing and Grady. She's easy and friendly with the salespersons. You are a caring, but 'committed to goal' business guy. Kim runs sales, but when it's 'behind goal' you promptly step in and help fix it. Thanks for your professional approach to planning/assuring Sales Success. Thanks for stepping up and building SBC's very first fulltime Telemarketing Sales effort. AREA FOR GROWTH Max will retire!!! Please don't get complacent about this subject. Count your blessings in having him on your staff, but keep looking ahead. Let's make sure when he retires.....everyone celebrates his long life and service, and his replacement grows the list to new heights. Plan for your 'outside the office' days (IBA, increased SBC responsibilities) to be a chance for Kim to grow and assume more responsibility. You can train your staff to put everything on hold til Bill returns', or train them to become more independent and empowered during your absences. Remember how much fun you've had growing since arriving at KVFD/KUEL? Did you dream you'd be able to become the teacher/mentor at such a young age? Do it! You've earned it and proven yourself. Now helping others to grow will be the next step in your career. Make the telemarketing successful! Grady CDI Page 1 STATION MANAGER CDI 01/19/98 Page 6 PROFITS To be responsible for attainment of profit goals to ensure short and long-term profitability. Good 1993 $56.9K 1994 $94.6K Up 66% 1995 $185.7K Up 136% 1996 $185.3k Dead-Even 1997 $215 approximately You have clearly taken KVFD and KUEL from a couple "mutts" to two of the best properties in SBC. Probably two of the best in entire State of Iowa. Don't get a "big head", but appears only Watertown and Red Wing will deliver larger profit amounts in 1997. Thank You, and Congratulations. AREA FOR GROWTH Keep reminding yourself of the great staff you've developed which makes a nice profitable operation possible. Don't take them for granted. Keep reminding them how important they are, how good they have become, and how you respect them.....and plan to lead them to greater fame! Everyone like to WIN....and you've created an environment for WINNING! these Pats on the back.....grilled snacks.....station jackets.....all the earning potential we can give them... plenty of smiles and "thank yous”. are all appreciated by your staff. Bill....you have been a pure joy to be in business with. I felt we could have a great biz....back in 1992, and it's been a joy to watch you build this business. I'm proud of what you have accomplished, and the leadership you have provided our company. Ain't this fun. gradyjan98cdi.wps 01/19/98 Grady CDI Page 6