> ERA Will Attend electronica 2024 in Munich

ERA PRESS RELEASE
April 17, 2024
Contact: Clare Kluck / Communications Director / ckluck@era.org

ERA Will Attend electronica 2024 in Munich

ERA is proud to be counted among the many exhibitors that will attend electronica 2024, a premier international electronics industry tradeshow and conference in Munich that will bring together companies from more than 50 countries. This year electronica will take place November 12-15 and is celebrating its 60th anniversary of the event.

The show’s 16 exhibition areas will cover the entire spectrum of technologies, products and solutions in the electronics industry across all sectors, from semiconductors and components to assemblies and systems.

“Electronica 2024 affords our members a unique opportunity to get updated on the latest technology announcements from hundreds of electronic manufacturers from all over the world,” said Walter Tobin, CEO of ERA. “ERA is proud to introduce these global manufacturers to our attending members from the Americas and help them navigate their sales and marketing plans into the Americas’ markets. In addition, many manufacturers are looking to learn more about the Americas non-stocking manufacturers’ rep model and how manufacturers’ reps can help expedite their global sales strategies.”

ERA has been attending electronica for more than 22 years. ERA’s goals when attending electronica are: to advocate for ERA’s North American members who are looking for representation and/or channel solutions in EMEA (Europe, Middle East and Africa) territories; and to provide information about the North American rep model to manufacturers in EMEA who are interested in rep coverage and/or channel partners in North America.

Please plan to visit the ERA booth (booth information to be announced) to say hello, charge your electronics and use ERA’s private WI-FI to remain in touch with your customers. Read more about the event at electronica.de/en/trade-fair. See you in Munich!

About ERA

The 88-year-old Electronics Representatives Association (ERA) is the international trade organization for professional field sales companies in the global electronics industries, manufacturers who go to market through representative firms and global distributors. It is the mission of ERA to support the professional field sales function through programs and activities that educate, inform and advocate for manufacturers’ representatives, the principals they represent and the distributors who are reps’ partners in local territories. For more information about ERA, visit era.org.

> View the new and improved ERA Manufacturers’ Rep Toolkit!

The ERA Manufacturers’ Rep Toolkit has been updated with the latest resources and has a brand new look!

The Manufacturer’s Rep Toolkit is a centralized hub of podcasts, conference presentations, webinars, videos and white papers. For industry veterans and newcomers alike, this invaluable resource can help answer questions such as: “Manufacturers’ rep v. direct sales?“ or “What is the ROI when using the rep model?”

Please note: This is an ERA members-only tool. View it today in PDF or PPT format.

> ERA Quick Connections – April 2024, Vol. 1

> ERA Quick Connections – March 2024, Vol. 2

> ERA Announces the Recipients of the 2024 Mark Motsinger White Pin Internships

ERA PRESS RELEASE
March 19, 2024
Contact: Clare Kluck / Communications Director / ckluck@era.org

ERA Announces the Recipients of the 2024 Mark Motsinger White Pin Internships

The ERA White Pin group is proud to announce the recipients of the 2024 Mark Motsinger White Pin Internships:

• Julia Rowe, Business Marketing major at East Carolina University, interning at Pinnacle Marketing
• Nathan Dubsky, Business Analytics and Entrepreneurship major at the University of Cincinnati, interning at Staffco
• Ethan Bowers, Engineering Management major at the Missouri University of Science & Technology, interning at R.W. Kunz and Associates

This is the third year that the ERA White Pin Group and ERA National have partnered to award three internships to manufacturers’ representative firms in various regions of North America to help hire and onboard college students as interns during the summer or academic year.

“Thank you for everything the illustrious White Pin Group has done to support scholarships like the one presented to us,” said Perry Thornton, president, Pinnacle Marketing. “We are very excited to work with Julia to teach and to learn. There is much to gain for all parties!”

“Nathan showed us that he has the communication skills and entrepreneurial attitude that are necessary to be successful in the manufacturers’ representative business,” said Charlie Essi, area manager at Staffco. “He is solution-focused on how we can leverage data to drive business efficiency and results. We feel he will be a good fit to our culture at Staffco and that this will be a mutually beneficial summer experience!”

“This internship will be structured so our intern will get a full understanding of how the manufacturers’ representative industry is an important asset to its customers, distributors and manufacturers represented,” said Mark Bowers, vice president, R.W. Kunz and Associates. “Ethan will learn about territory and account management, outside sales, technology marketing and enhanced communications and gain product knowledge of the design-in process at the engineering level. I look forward to this summer with further hopes that he will join the R.W. Kunz team afterwards.”

“The ERA White Pin Group is very excited to award three internships for Summer 2024,” said Kingsland Coombs, CPMR, CSP, senior vice president at large for the ERA Executive Committee and director of the White Pin group. “The interns will be tasked with basic marketing responsibilities, data analytics and also will be given the opportunity to shadow account managers on customer calls, distributor trainings as well as attend tradeshows. We hope that these interns will learn the manufacturers’ representative model, appreciate it, embrace it and join their rep firms in future employment after graduation.”

ERA launched the Mark Motsinger White Pin Internship program in 2022 as a way to help the rep community introduce the rep model to college students and attract, hire and retain young people to keep the electronics industry fresh and relevant. The program allows rising college juniors or seniors to work for a manufacturers’ representative firm over the summer months to gain a better understanding and hands-on experience of the electronic components industry.

The internship program was named after Mark Motsinger, president of Wallace Electronic Sales, who served as executive director of the ERA White Pin group for more than 16 years. Motsinger helped to define the educational role of the White Pin group and helped promote the hiring and onboarding of new college graduates into our industry.

Please join ERA in congratulating all the rep companies and interns!

About ERA

The 88-year-old Electronics Representatives Association (ERA) is the international trade organization for professional field sales companies in the global electronics industries, manufacturers who go to market through representative firms and global distributors. It is the mission of ERA to support the professional field sales function through programs and activities that educate, inform and advocate for manufacturers’ representatives, the principals they represent and the distributors who are reps’ partners in local territories. For more information about ERA, visit era.org.

> ERA Quick Connections – March 2024, Vol. 1

 

March 2024, Volume 1

MANUFACTURING DATA REPORTS

Manufacturing data reports from the Institute for Supply Management (ISM) are released at the beginning of every month and can be accessed at ISM. The latest report says economic activity in the manufacturing sector contracted in February for the 16th consecutive month following one month of “unchanged” status and 28 months of growth prior to that.

The electrical equipment, appliances and components sector, as well as the computer and electronic products sector, reported contraction in February. Read the full report.

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INDUSTRY NEWS

> Industrial Distribution reports that according to a new survey by the National Association for Business Economics, the economy looks set to grow 2.2 percent in 2024 after adjusting for inflation. That’s up from the 1.3 percent that economists predicted in the association’s prior survey, which was conducted in November 2023. Read more.

> In late February, Illinois governor J.B. Pritzker announced a $500 million allocation towards the advancement of the semiconductor industry, quantum computing and artificial intelligence in the state. Read more.

> ERA and its legal partner SFBBG wish to alert the industry of a new rule from the U.S. Department of Labor (DOL), effective March 11. The DOL has clarified worker classifications under the Fair Labor Standards Act, redefining independent contractor status according to new factors. SFBBG recommends that businesses who rely on independent contractors should take this opportunity to assess their workers’ classifications in order to mitigate the risk of penalties and litigation resulting from workforce misclassification. Read more.

INDUSTRY TRENDS SURVEY

The March ERA Electronics Components Industry Trends survey is now in your inbox! Check your inbox and fill out the survey today.

View survey results

Please note: ERA sends this survey monthly to one contact from each ERA member firm via email. Please be on the lookout for this survey in your email inbox. The email will come from no-reply@mail.client.edgewaterresearch.com. If you have questions about who the survey contact is for your organization, or would like to change this contact, please email Edgewater Research.

If you have been completing the survey monthly, many thanks! This survey is only made better by a robust and diverse universe of responding companies. Help make this survey a valuable resource for you and the rest of ERA membership by taking 5 minutes to complete this each month. The results are visible only to ERA members and provides valuable insight into what ERA members see on the horizon for the near and long term.

VIEW SURVEY RESULTS

ERA NEWS

> The sold-out 2024 ERA Conference was a resounding success! Thank you to the Conference Planning Committee for planning a stellar line-up of educational sessions for the attendees. Read about the various award winners and scholarship recipients that were recognized at the Conference. Interested in volunteering for the 2025 Conference? Complete the volunteer form. Finally, for Conference attendees, check your email inbox for instructions on how to access Conference presentation files and audio recordings.

> With a brand-new venue for EDS 2024, we are all first timers. Get ready and informed by joining the EDS + Resorts World Better Together Orientation Webinar – live on Zoom, this Friday, March 15 at 11 AM EDT. Register today! You’ll learn: Resorts World wayfinding; dining and retail options; branding opportunities and amenities; meeting rooms, hotel rooms and suite accommodations; and EDS tips, tricks and best practices.

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> ERA Member Alert: Independent Contractor Update

ERA PRESS RELEASE
March 8, 2024
Contact: Clare Kluck / Communications Director / ckluck@era.org

Download a PDF version of this press release.

ERA Member Alert: Independent Contractor Update

Summary: The U.S. Department of Labor’s new rule, effective March 11, 2024, aims to clarify worker classification under the Fair Labor Standards Act. It defines “independent contractor” based on economic dependence, utilizing a “six plus one” factor test. These factors slightly favor an employment relationship. Additionally, a Memorandum of Understanding between the DOL and IRS streamlines investigations into misclassification, potentially leading to more audits and enforcement actions. Businesses should review their worker classifications to avoid penalties and litigation.

The U.S. Department of Labor (DOL) issued a final rule addressing worker classification under the Fair Labor Standards Act (FLSA) which goes into effect on March 11, 2024. According to the DOL, the new rule is designed to “reduce the risk that employees are misclassified as independent contractors while providing a consistent approach for businesses that engage with individuals who are in business for themselves.”

The rule defines the term “independent contractor” as workers who, as a matter of economic reality, are not economically dependent on an employer for work and are in business for themselves. The ultimate inquiry is whether, as a matter of economic reality, the worker is economically dependent on the employer for work (and is thus an employee) or is in business for himself/herself (and is thus an independent contractor).

To determine the economic reality, the rule requires viewing the relationship under a “totality of the circumstances” standard, and utilizes a “six plus one” factor test for determining the economic reality. These factors appear below, and no one factor is presumed to carry more weight than another:

1. The opportunity for profit or loss depending on managerial skill;
2. Investments by the worker and potential employer;
3. The degree of permanence of the work relationship;
4. The nature and degree of control over performance of the work and working relationship;
5. The extent to which the work performed is an integral part of the potential employer’s business;
6. The skill and initiative of the worker; and
7. Additional factors.

The six identified factors skew slightly in favor of an employment relationship, which is consistent with the DOL’s historically pro-employee interpretation of prior court decisions on this subject. It is important to remember that existing court decisions will continue to control classification of workers, but the new rule will undoubtedly be relied upon as persuasive authority for federal courts considering the issues and shaping the law into the future.

It is worthy of note that on December 14, 2022, the DOL and the Internal Revenue Service (IRS) signed and published a Memorandum of Understanding for Employment Tax Referrals (the “MOU”). The MOU establishes a system for referrals from the DOL and the IRS, which is designed “to assist in the identification of emerging and ongoing employment tax compliance issues related to misclassification.” The practical effect of this coordinated government action is to streamline the process for investigating and penalizing businesses that allegedly misclassify their employees as independent contractors. The MOU makes clear that the IRS will target businesses that lack a good-faith basis for worker misclassification, and which are thus more likely to be on the hook for substantial penalties.

These developments will likely result in more audits, as well as government enforcement actions (and litigation), which could cause turmoil for businesses and industries that rely on independent contractors. Businesses should take this coordinated focus on worker classification as an opportunity to assess their workers’ classifications and mitigate the risk of penalties and litigation resulting from workforce misclassification.

Contact Information

Adam J. Glazer, Adam C. Maxwell
Schoenberg Finkel Beederman Bell Glazer, LLC
Adam.Glazer@sfbbg.com | Adam.Maxwell@sfbbg.com
(312) 648-2300
300 S. Wacker Drive, Suite 1500, Chicago, IL 60606

About SFBBG

The attorneys at SFBBG law firm (“the go-to law firm for sales reps” nationwide), a longtime ERA benefit provider, have counseled sales reps and manufacturers for more than 40 years. Adam Glazer is a litigator and Adam Maxwell is an employment lawyer and litigator, and their law firm, SFBBG, features corporate, estate planning, tax and mergers and acquisition attorneys, making full legal coverage available to ERA members. Visit SFBBG online.

About ERA

The 88-year-old Electronics Representatives Association (ERA) is the international trade organization for professional field sales companies in the global electronics industries, manufacturers who go to market through representative firms and global distributors. It is the mission of ERA to support the professional field sales function through programs and activities that educate, inform and advocate for manufacturers’ representatives, the principals they represent and the distributors who are reps’ partners in local territories. For more information about ERA, visit era.org.

> Mark Motsinger, CPMR, is Inducted into the ERA Hall of Fame

ERA PRESS RELEASE
March 1, 2024
Contact: Clare Kluck / Communications Director / ckluck@era.org

Mark Motsinger, CPMR, is Inducted into the ERA Hall of Fame

The Electronics Representatives Association (ERA) is pleased to announce that Mark Motsinger, CPMR, has been inducted into the ERA Hall of Fame, announced at the 2024 Conference in Austin, Texas. ERA Chairman of the Board John O’Brien, CPMR, and ERA Board President Tom Griffin, CPMR, presented Motsinger the award.

The Hall of Fame is ERA’s most prestigious award and was established to honor an outstanding manufacturers’ representative in the electronics industry whose creativity, dignity, integrity, industriousness and accomplishments on a national basis have enhanced the representative system of selling, aided the representative’s status as a professional business entrepreneur and contributed to the electronics industry’s marketing capabilities and general growth.

“I am very honored to be included among such an exclusive group of leaders who have made a difference in our industry,” said Motsinger. “In my 46 years as a representative, my participation in the ERA has been critical to my career and the success of our company. My hope is that my efforts, and those of so many other volunteers, has benefitted everyone our industry touches.”

About ERA

The 89-year-old Electronics Representatives Association (ERA) is the international trade organization for professional field sales companies in the global electronics industries, manufacturers who go to market through representative firms and global distributors. It is the mission of ERA to support the professional field sales function through programs and activities that educate, inform and advocate for manufacturers’ representatives, the principals they represent and the distributors who are reps’ partners in local territories. For more information about ERA, visit era.org.

> Michael Budde Receives 5th Annual Tobin Bridge Award at 2024 ERA Conference

ERA PRESS RELEASE
March 1, 2024
Contact: Clare Kluck / Communications Director / ckluck@era.org

Michael Budde Receives 5th Annual Tobin Bridge Award at 2024 ERA Conference

Michael Budde Jr. accepts the Tobin Bridge Award on behalf of his father, Michael Budde Sr., at the 2024 ERA Conference.

The Electronics Representatives Association (ERA) announces that Michael Budde, CEO of Budde Marketing Systems, is the recipient of the fifth annual Tobin Bridge Award. The award was presented by ERA Chairman of the Board John O’Brien, CPMR, and ERA Board President Tom Griffin, CPMR, at the 2024 ERA Conference in Austin, Texas.

The Tobin Bridge Award is presented annually to an individual who reaches across to “bridge” the various constituent components of the electronics industry — reps, manufacturers and distributors — while advancing the rep function.

“It was an extreme honor to receive the Tobin Bridge Award at this year’s ERA Conference,” said Budde. “It’s the first ERA conference I’ve missed since I started Budde Marketing 28 years ago. COVID-19 kept me grounded but I was proud to have had my son, Mike, Jr. accept on my behalf. This award is named after a true giant in our industry and I’m humbled to have received it. I will see everyone next year!”

Previous Tobin Bridge award recipients are:

Michael Knight, Endries International Inc. (2023)
Ken Bellero, Schaffner EMC (2022)
Craig Sanderson, Sager Electronics (2021)
Walter Tobin, ERA (2020)

About ERA

The 89-year-old Electronics Representatives Association (ERA) is the international trade organization for professional field sales companies in the global electronics industries, manufacturers who go to market through representative firms and global distributors. It is the mission of ERA to support the professional field sales function through programs and activities that educate, inform and advocate for manufacturers’ representatives, the principals they represent and the distributors who are reps’ partners in local territories. For more information about ERA, visit era.org.

> ERA Honors Holly Myers, CPMR, with the 2023 Tess Hill Award

ERA PRESS RELEASE
March 1, 2024
Contact: Clare Kluck / Communications Director / ckluck@era.org

ERA Honors Holly Myers, CPMR, with the 2023 Tess Hill Award

The Electronics Representatives Association (ERA) is pleased to honor Holly Myers, CPMR, director of supplier marketing and product management, Sager Electronics, with the seventh annual Tess Hill Award, given at the 2024 ERA Conference in Austin, Texas.

The Tess Hill Award was created in 2017 to honor Tess Hill, a long-time ERA staff member. It recognizes individuals for their longevity of service to ERA, for inspiring volunteerism in its highest form and for their dedication to ERA’s educational mission.

“It was an honor to receive the Tess Hill Award at the 2024 ERA Conference. To win an award in Tess’ name is humbling as her dedication to ERA over the years is unmatched,” said Myers. “The educational mission of ERA resonates with me and I have enjoyed being part of ERA conference planning and committee work for many years. What I have received back from ERA, personally and professionally, far outweighs what I have given in terms of time and effort. It has been a joy to serve this amazing organization as a volunteer, and I look forward to continued work with ERA membership in the future.”

Previous recipients of the award are:

Ellen Coan, CPMR (Indiana/Kentucky) 2022
Kathy Green, ERA, 2021
Karin Derkacz, ERA, 2020
Bob Evans, CPMR (Chicagoland-Wisconsin) 2019
Kathie Cahill, CPMR (Empire State) 2018
Tess Hill, ERA, 2017

About ERA

The 88-year-old Electronics Representatives Association (ERA) is the international trade organization for professional field sales companies in the global electronics industries, manufacturers who go to market through representative firms and global distributors. It is the mission of ERA to support the professional field sales function through programs and activities that educate, inform and advocate for manufacturers’ representatives, the principals they represent and the distributors who are reps’ partners in local territories. For more information about ERA, visit era.org.

> ERA Makes 2024 Conference Donation to Wonders & Worries

ERA PRESS RELEASE
February 29, 2024
Contact: Clare Kluck / Communications Director / ckluck@era.org

The Electronics Representatives Association (ERA) announced that it has made a charitable donation to Wonders & Worries in the name of 2024 ERA Conference speakers and program participants.

Instead of presenting each speaker, moderator and panelist with a small gift of appreciation, ERA chooses to express its deepest gratitude to Conference program participants in the form of a charitable donation each year. For the third year in a row, ERA has chosen Wonders & Worries as its charity of choice for the Conference donation.

Wonders & Worries provides free professional support for children and teenagers during a parent’s serious illness. Since 2001, Wonders & Worries has provided the building blocks for families to succeed while dealing with a serious illness.

ERA Chairman of the Board John O’Brien and ERA Board President Tom Griffin present Alex Gabbi, the founder and CEO of Wonders and Worries, the Conference donation check at the 2024 ERA Conference.

“ERA is delighted to, for the third year in a row, recognize the important work done by Wonders & Worries,” said Walter Tobin, CEO of ERA. “We have a special bond with this organization as its founder, Alex Gabbi, is an electronics components industry alumni and a past ERA Conference presenter. We are thrilled to be able to honor his great work and this wonderful organization.”

Alex Gabbi, former general manager for Arrow Electronics, is the executive director of Wonders & Worries and has been a multi-year speaker at the ERA Conference. He is a devoted father to his three wonderful children Nico, Maya and Luca. After his wife passed away from cancer, he gave up a successful career in business to focus on making a difference for others in the community in as many ways as possible. This included teaching at the McCombs School of Business at The University of Texas at Austin and supporting Wonders & Worries. His career encompasses more than 25 years of experience in senior leadership positions with small and Fortune 500 companies in the high-tech, consulting, international business and software arenas.

“Wonders & Worries is so appreciative of ERA’s Conference donation for the third year in a row,” said Gabbi. “This gift will help us ensure that many more children reach their full potential despite a parent’s serious illness and injury. Thank you for making a difference.”

For more information on Wonders & Worries, please visit: https://wondersandworries.org/.

About ERA

The 89-year-old Electronics Representatives Association (ERA) is the international trade organization for professional field sales companies in the global electronics industries, manufacturers who go to market through representative firms and global distributors. It is the mission of ERA to support the professional field sales function through programs and activities that educate, inform and advocate for manufacturers’ representatives, the principals they represent and the distributors who are reps’ partners in local territories. For more information about ERA, visit era.org.

> Zach DeVillers, CPMR, CSP, is Named the 2023 Jess Spoonts White Pin Award & Scholarship Recipient

ERA PRESS RELEASE
February 29, 2024
Contact: Clare Kluck / Communications Director / ckluck@era.org

The Electronics Representatives Association (ERA) White Pin Group announces that Zach DeVillers, CPMR, CSP, of Brainard-Nielsen Marketing is the 2023 recipient of the Jess Spoonts ERA White Pin Scholarship Award. DeVillers will receive a $1,000 grant that can be used to fund continuing education as a professional manufacturers’ representative.

To qualify for this award, nominees must be from an ERA member rep firm; must have been involved in ERA activities and leadership roles on the local and/or national levels for a minimum of two years; and must be willing to devote significant volunteer time to ERA in the foreseeable future.

“I am honored to receive this award,” said DeVillers. “There are so many great White Pin honorees and colleagues of the industry that I admire within ERA. Over the past 12 years, being part of this organization has allowed me to share my best practices through both the national Conference and the Chicagoland-Wisconsin ERA chapter. It has been very rewarding to help bring our network of reps, manufacturers and distributors together to constantly strive to be best in class. Thank you to ERA and White Pin.”

The ERA White Pin Group was formed in 1960 and comprises member reps who have held volunteer leadership positions at the national level of ERA for at least two years and have given extraordinary amounts of time and talent to ERA. The group established the Jess Spoonts ERA White Pin Scholarship in 2006 to honor its long-time coordinator, the late E. Jess Spoonts of Dallas, Texas. Spoonts, a half-century veteran of the electronics industry, was a past president and chairman of ERA, a mentor to countless reps and other business associates, and one of only 23 members of the association’s Hall of Fame. He passed away in 2008.

Previous award recipients are:

Annette Paden (Carolinas) 2022
Mark Motsinger, CPMR (Carolinas) 2021
Greg Thompson, CPMR (Carolinas) 2019
Ellen Coan, CPMR (Indiana/Kentucky) 2018
John Hutson, CPMR (New England) 2017
Buzz Reynolds (Carolinas) 2016
Holly Myers, CPMR (Carolinas) 2015
Bruce Scoggin, CPMR (Carolinas) 2014
Jeff Huntsinger (Chicagoland-Wisconsin) 2013
Dave Dasson, CPMR, CSP (Empire State) 2012
Bob Evans, CPMR (Chicagoland) 2011
Chuck Tanzola, CPMR (Empire State) 2008
Richard A. Hobby, CPMR (Chicagoland) 2007
Chet Zaslow, CPMR (New England) 2006

About ERA

The 89-year-old Electronics Representatives Association (ERA) is the international trade organization for professional field sales companies in the global electronics industries, manufacturers who go to market through representative firms and global distributors. It is the mission of ERA to support the professional field sales function through programs and activities that educate, inform and advocate for manufacturers’ representatives, the principals they represent and the distributors who are reps’ partners in local territories. For more information about ERA, visit era.org.

> Bryan White, CPMR, Named 2023 Recipient of the Ray Hall Spirit of ERA Award

ERA PRESS RELEASE
February 29, 2024
Contact: Clare Kluck / Communications Director / ckluck@era.org

The Electronics Representatives Association (ERA) is pleased to announce that Bryan White, CPMR, president, Catalyst Unity Solutions, is the 17th recipient of the Ray Hall Spirit of ERA Award.

ERA Chairman of the Board John O’Brien, CPMR, and ERA SVP of Finance Tom Griffin, CPMR, presented White with the award at the 2024 ERA Conference in Austin, Texas.

The Ray Hall Spirit of ERA Award was established in 2004 to honor the late Ray Hall, who served as CEO of ERA for almost 40 years. The award recognizes individuals who exemplify the spirit of ERA through their commitment to serving and advancing the manufacturers’ representative function.

“Part of the Catalyst mission is to be role models in our communities, leaving it a better place than when we arrived,” said White. “This is why I got involved with ERA. What I quickly learned is I get way more out of local and national events and the other members than I put in. My involvement with ERA nationally and locally has helped me become a better leader, salesperson and person. I encourage everyone to get involved and make our community even better.”

Previous recipients of the award, who served as judges of this year’s entries, are:

Gary Smith, CPMR, G.L. Smith & Associates (2022);
Tom Griffin, CPMR, Catalyst Unity Solutions (2021);
John O’Brien, Coakley, Boyd and Abbett (2020);
David Norris, CPMR, Norris & Associates Inc., Hingham, Mass., (2018);
Chuck Tanzola, CPMR, Fusion Sourcing Group, Edison, N.J. (2017);
Dan Parks, CPMR, West Electronic Solutions, Inc., Costa Mesa, Calif. (2016);
Bob Evans, CPMR, EK Micro, Rolling Meadows, Ill. (2014);
Bob Walsh, CPMR, Coakley, Boyd and Abbett, Inc., Framingham, Mass. (2013);
Bill Herold, CPMR, Conquest Technical Sales, Thousand Oaks, Calif. (2012);
Carol Cohen, CC Electro Sales, Inc., Indianapolis, Ind. (2011);
Kathie Cahill, CPMR, of Net Sales Company, Victor, N.Y. (2009);
Paul Nielsen, CPMR, of Brainard-Nielsen Marketing, Elk Grove Village, Ill. (2008);
Bruce Scoggin, CPMR, of Electro-Rep Associates, Charlotte, N.C. (2007);
Mark Conley of O’Donnell Associates North, San Jose, Calif. (2006); and
Mark Motsinger, CPMR, of Wallace Electronic Sales, Kernersville, N.C. (2005).

About ERA

The 89-year-old Electronics Representatives Association (ERA) is the international trade organization for professional field sales companies in the global electronics industries, manufacturers who go to market through representative firms and global distributors. It is the mission of ERA to support the professional field sales function through programs and activities that educate, inform and advocate for manufacturers’ representatives, the principals they represent and the distributors who are reps’ partners in local territories. For more information about ERA, visit era.org.

> ERA Quick Connections – Feb. 2024, Vol. 2

February 2024, Volume 2

MONTHLY POS REPORTS

The industry finished the year on a downward trend as evidenced by a lower fourth quarter. December 2023 was the lowest POS month of the year, down 7 percent from November and 15 percent below December 2022. The fourth quarter of 2023 was 10 percent down from the same time last year. Year over year shows a 5 percent decrease when comparing 2023 to 2022. Although 2023 started off fine, it declined quite a bit during the second half of the year. A graphical analysis of 2023 shows that the last three months have dipped significantly.

Budde Marketing will be creating new analytics next month and will give its projections for 2024 at that time.

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INDUSTRY NEWS

> The federal government announced Monday it is giving the semiconductor maker GlobalFoundries $1.5 billion to expand its manufacturing facilities. Read more.

> Just as the Biden Adminstration starts to dole out Chip Act money, the New York Times reports that some chip manufacturing companies are running into obstacles in their plans to expand. Read more.

> CNBC reports 2024 will be the year of cost-cutting for many corporations — whether they’ve been profitable or not. Read more.

INDUSTRY TRENDS SURVEY

The February 2024 ERA Electronic Components Industry Trend Survey is now closed.

Results from the January 2024 survey are now in!

View results from January 2024!

Please note: ERA sends this survey monthly to one contact from each ERA member firm via email. Please be on the lookout for this survey in your email inbox. The email will come from no-reply@mail.client.edgewaterresearch.com. If you have questions about who the survey contact is for your organization, or would like to change this contact, please email Edgewater Research.

If you have been completing the survey monthly, many thanks! This survey is only made better by a robust and diverse universe of responding companies. Help make this survey a valuable resource for you and the rest of ERA membership by taking 5 minutes to complete this each month. The results are visible only to ERA members and provides valuable insight into what ERA members see on the horizon for the near and long term.

VIEW SURVEY RESULTS

ERA NEWS

> The final countdown to the ERA Conference is on… We will see 2024 Conference attendees in Austin in less than one week! View the detailed Conference FAQ page to read details about the Conference app, venue and parking information, attire, schedule, meeting room information, badge pick-up and more. Many thanks, and we look forward to seeing you in Austin!

All systems go… Get ready to “energize the customers’ experience” with us!

 

> You won’t want to miss the new Winter 2024 issue of The Representor, packed full of great content for the electronics industry.

Don’t miss:

• The cover story, “The serving salesperson: Moving from a selling mindset to a serving mindset,” by Dr. Daniel McQuiston
• Someone You Should Know Q&A, featuring Brent Corsetto
• The Rising Stars Q&A, featuring Patrick Coyne
• Results from the 2023/2024 ERA Member Industry Survey
• A 2024 ERA Conference preview
• Welcome, New Members! — featuring the new ERA members that have joined in the past quarter

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> The Winter 2024 Representor is Now Online and in Mailboxes!

You won’t want to miss the new Winter 2024 issue of The Representor, packed full of great content for the electronics industry.

If you would like to receive a print copy of The Representor in addition to the digital version, subscribe here.

In this issue, don’t miss:

• The cover story, “The serving salesperson: Moving from a selling mindset to a serving mindset,” by Dr. Daniel McQuiston.
• The Someone You Should Know Q&A, featuring Brent Corsetto, president, G Squared Technologies.
• The Rising Stars Q&A, featuring Patrick Coyne, outside sales representative, SennTec-MacInnis.
• “Lessons from a friend…” in the Viewpoints column by ERA Chairman of the Board John O’Brien.
• Results from the 2023/2024 ERA Member Industry Survey — ERA members reflect on 2023 and forecast 2024
• A preview of the upcoming 2024 ERA Conference, by Adam Anderson, CPMR, Conference Chair
• Welcome, New Members! — featuring the new ERA members that have joined in the past quarter

We welcome your comments, suggestions and ideas for future content in The Representor.

Enjoy this issue!

Clare Kluck
Communications Director
Electronic Representatives Association
ckluck@era.org

> Registration for ERA Conference Breakout Sessions is Now Open!

Registration for ERA Conference Breakout Sessions is Now Open!

Pre-registration submissions will be accepted only until Feb. 12 — Secure your selections now!

It is time for 2024 ERA Conference attendees to register for the breakout sessions of your choice at the upcoming event! This advance registration assists us with making room assignments and ensures adequate seating for each session. Your prompt response is most appreciated.

There are multiple breakout session time slots scheduled on Monday, Feb. 26 and Tuesday, Feb. 27. Each time period offers five different sessions. You may choose ONE session in each time slot. All breakouts are being offered TWICE.

Breakout session titles, descriptions and speakers are available for your review HERE.

REGISTER FOR BREAKOUT SESSIONS

Registration deadline is Monday, Feb. 12. Do not wait! Sessions will fill up quickly, so sign up now to get your top picks.

Once you have submitted your online registration form, an email confirmation will be sent to you. A printed copy of your personal breakout sessions schedule will be provided to you when you pick up your name badge on-site at the AT&T Center.

Questions? Please contact Karin Derkacz, ERA Operations Director, at kderkacz@era.org.

Many thanks, and we look forward to seeing you in Austin!

> ERA Quick Connections – Jan. 2024, Vol. 2

January 2024, Volume 2

MONTHLY POS REPORTS

November 2023 continued the slight downward trend that we’ve seen over the past few months. When compared to October 2024, November was down about 5 percent and about 6 percent down from November of last year. 2023 is running approximately 4 percent behind last year’s numbers. We expect December to continue this trend and predict about a 5 percent decrease in POS activity year over year. View the full report.

DTAM information is available for anyone wishing to look at larger trends in the industry. For details on Budde Marketing’s services, visit BuddeMarketing.com.

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INDUSTRY NEWS

> Electronics spare parts and repair markets are booming, reports EPS News. This trend is being fueled by changing consumer behavior and is affecting manufacturer support lifespans, proposed legislation, the environment and potential opportunities for distributors. Read more.

> Intel announces it will acquire Silicon Mobility, a fabless silicon and software company that specializes in system-on-chips (SoCs) for intelligent electric vehicle energy management. Read more.

> A recent Gartner survey shows that half of supply chain organizations surveyed plan to implement generative AI in the next 12 months and will dedicate an average of 6 percent of their budget to these initiatives. Read more.

INDUSTRY TRENDS SURVEY

The January 2024 ERA Electronic Components Industry Trend Survey is now closed.

Results from the December ERA Electronic Components Industry Trends survey are now in: View results from December 2023!

Please note: ERA sends this survey monthly to one contact from each ERA member firm via email. Please be on the lookout for this survey in your email inbox. If you don’t see it, check all email folders, including spam. The email will come from no-reply@mail.client.edgewaterresearch.com. If you have questions about who the survey contact is for your organization, or would like to change this contact, please email Edgewater Research.

If you have been completing the survey monthly, many thanks! Our survey is only made better by a robust and diverse universe of responding companies. Help us make this survey a valuable resource for you and the rest of our members by taking 5 minutes to complete this each month. The results are visible only to ERA members and gives us a great cross-section of what our members see on the horizon for the near and long term.

VIEW 2023 SURVEY RESULTS

ERA NEWS

> 2024 ERA Conference News: The Conference brochure previews the latest highlights from the upcoming conference, including general session and breakout session topics, the Conference schedule and a roster of all of our generous sponsors. Read it today!

Note: Conference breakout session registration will open this week! Look out for registration information in your email inbox, ERA.org and LinkedIn.

 

 

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> Originally set for May 13-17 at the Mirage in Las Vegas, the 2024 EDS Summit will now take place at Resorts World Las Vegas, from Tuesday, May 21 to Friday, May 24.

• • • • • If you’ve already reserved space, the EDS planning team will reach out to you the week of January 15 to provide updates and modifications.
        • General registration and room reservations for the 2024 EDS Summit are expected to begin in early February.
        • Because of extremely limited room availability for Sunday, May 19, attendees and exhibitors are strongly encouraged to arrive no earlier than the afternoon of Monday, May 20.

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> The 2024 ERA Conference Brochure is Out!

Read the 2024 ERA Conference Brochure!

We are excited to share the 2024 ERA Conference Digital Brochure, an interactive resource designed to provide you the latest program, session and speaker updates on the 2024 ERA Conference.

This interactive brochure previews the latest highlights from the upcoming conference, including general session and breakout session topics, the Conference schedule and a roster of all of our generous sponsors.

Conference Updates:

• View the keynote & general session speakers and more information about their sessions.
• View a preliminary Conference schedule and start planning your itinerary.
• View breakout session topics! Pre-registration for breakout sessions will open in late January.

Thank you, 2024 ERA Conference Committee!

Adam Anderson, CPMR, Norris & Associates Inc. – Conference Committee Chair
Jeff May, Logix Sales & Marketing – Conference Committee Vice Chair
Ryan Baldinelli, Anderson Power Products
Julie Carr, MacInnis Group
Ellen Coan, CPMR, C C Electro Sales Inc.
Zach DeVillers, CPMR, CSP, Brainard-Nielsen Marketing
Adam Grigor, Tech-Trek Ltd.
Maryellen Stack, Sager Electronics
Mike Swenson, CPMR, Mel Foster Co.