My TV Rep Asked For a Percentage of the Budget to Get Me Lower Rates

When I negotiated rates with a station, I always strived for the lowest rate I could get. I was known for asking what their political rate was so I knew how far from rock bottom I really was. One TV station decided to offer me two sets of rates: one set if I bought less than 40% of the buy on his station; and one set if I bought more than 40% of the buy on his station. I asked the rep if this was the best he could do. He said, “Yes.” So, I used the first column of rates (under 40%) because I had no intention of trying to give him any specific portion of the budget. In my book, you got what you earned. If his rates were most competitive, he just might wind up with 40% of the buy. Or he might not.