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and in the various media by all the large national advertisers, because we were interested in
opening new accounts. And we didn't go to people who did just local advertising, because,
essentially, we were a national medium.
How many affiliates did CBS have at that point? Roughly.
Roughly, a hundred, but don't hold me to it. I had on the map -- I had a large
county outline map -- probably eight or nine feet wide and maybe six feet high -- on the wall
in my office. And I had all of our stations identified geographically, and obviously I had the
signal areas and the coverage areas designated on the map. I had a long extension on my
phone. If someone called from the Sales Department, or some client or agency called and
said, “I've got a problem with my client. The program that we're sponsoring can't be heard
outside of Atlanta.” I could jump out of my chair with the phone and say, “Well, you mean in
Fulton County.” Which was the home county of Atlanta. Or I could talk then and say, “or do
you mean to the south of such and such county?” That was a bit of showmanship that
impressed people who didn't know that I had this big map on the wall. But it was a way to
service clients and their agencies. And not say, “We'll get back to you.” I tried to have all my
people equipped to answer questions almost as quick as they got them.
You say all your people -- you developed a larger staff very quickly --
Well, ultimately I had a hundred people. Not in the early days. But before I
moved out of Research I think I had over a hundred people working in my group. We did a
variety of things. It was loosely called Research, but when no one else in the company did it,
we did it. For example, I started the Reference Department and the Library and the Morgue.
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