Hit Men: Power Brokers and Fast Money Inside the Music Business

Imagine a world where the fate of the music you hear on the radio is not decided by talent or public demand, but by a secretive group of independent promoters wielding immense power behind the scenes. These promoters, often operating as a loose cartel known as the Network, controlled access to Top 40 radio stations across the United States. In the 1980s, the music industry poured tens of millions of dollars—estimates range from $60 million to $80 million annually—into the pockets of these promoters to secure the precious commodity of radio airplay. This was no small expense; it represented a significant slice of the industry's pretax profits, underscoring how vital and yet how costly this gatekeeping had become.

These independent promoters divided the country into territories, each staking claim over a group of influential radio stations. This territorial monopoly meant that record companies had to negotiate and pay multiple promoters to achieve national airplay for their artists. The Network's control was so tight that even a band as popular as Pink Floyd faced a blackout in Los Angeles when an executive tried to break their single 'Another Brick in the Wall' without using these promoters. The song was mysteriously withheld from the airwaves despite massive demand, until independent promoters were hired again, and the song quickly climbed the charts.

This episode revealed the true power of the Network: they could not only make hits but also prevent them. The practice, while reminiscent of the payola scandals of the 1950s and 60s, had evolved into a more institutionalized and legally insulated system. Record companies could claim ignorance while the promoters handled the dirty work of bribery, gifts, and favors to ensure airplay.

Understanding this hidden layer of the music industry reveals the complex interplay between commerce, legality, and culture that shaped the music of that era. It also sets the stage for the power struggles and moral questions that permeated the business, which we will explore in the next section.