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Absolutely, it’s my pleasure!
I heard that when I thanked my Sales Manager for helping me print a report or solve a problem. He let me know it was okay to ask for help and that I was welcome to come back. But now I can’t come back.
Dean Canter passed away unexpectedly last weekend due to a heart attack in Frisco, Texas. The bees will have to go elsewhere for a while. If you worked with Dean or don’t know him, read this Radio Ink profile written about him a few years ago—Dean Canter-Sales Manager of the Week.
Dean was the type of manager you wanted to share success with and learn from failure. He had experience working in large markets, handling national business, and in the trenches with local direct clients who needed big ideas. He worked in LA radio for iHeart, CBS, and Cumulus in Dallas for the last four years as KPLX/KSCS GSM.
His Dad, Bernie Alan, was also a radio lifer, and he was so proud of him. Dean used optimism to ask for bigger deals and was very tactful when he had to pivot. You never dreaded meeting with him; you looked forward to getting help. When you needed a rate or detail on a promotion, you would look into his office to see if he was available, and more likely than not, he already had someone in there. The Honey Pot was a sanctuary, bustling with activity, but as Dean reinforced, he always made time for another bee.
One sales rep told me she needed to have a sales conversation with Dean and tried 11 times in one day to catch him, but he was always with somebody else. If you are a manager, are you a honey pot for your bees, nurturing their growth, or are you a bee using your stinger to get others’ attention? Both styles can be effective, but all love one, while the other is respected.
Dean asked about your personal life, didn’t keep track of you coming and going, and encouraged time off. He figured out proposals with you that would sell and would go with you on the call if you wanted him to. He was helpful, not judgmental. He would be thrilled if you won. He remembered to ask about how your time off went. When you were done getting answers from him, he often started laughing and telling stories about his Los Angeles Dodgers or his kids, one of whom, Michael, works for Katz as a Senior Account Executive.
He loved music and attended concerts, country, alternative, and rock; he loved them all. His wife, Jenny, was his rock and true partner; he even tattooed it on his wrist. He watched the Dodgers win the World Series while Face Timing family and friends. He was proud of his work, the award-winning stations, and the talented on-air people he represented. He had the rate card memorized and knew his digital terminology. He was in the office by 7 AM and didn’t leave until 5:30 or later. He was loyal to his boss, longtime friend, and Queen Bee, Dawn Girocco. You see, Dean was a worker bee just like us. He protected his Queen Bee and let you know it.
He gave people chances to grow and asked for help. There will be no replacement for Dean Canter. Only inspiration. Please pass this article on to a honeypot in your life. They are crucial to us bees, who are buzzing with potential, ready to pollinate new ideas and help others grow. We need that sweet spot to rest, rejuvenate, and get nourishment before returning to buzzing around. Absolutely, my friend, it was MY pleasure!
Jeff Caves is a sales columnist for BSM working in radio and digital sales for Cumulus Media in Dallas, Texas and Boise, Idaho. He is credited with helping launch, build, and develop Sports Radio The Ticket in Boise, into the market’s top sports radio station. During his 26 year stay at KTIK, Caves hosted drive time, programmed the station, and excelled as a top seller. You can reach him by email at jeffcaves54@gmail.com or find him on LinkedIn.
