Welcome to the September issue of ERA’s monthly wrap-up, designed to provide you with a quick, convenient way to catch up on information, announcements and other news you may have missed.
Watch for future issues coming during the FIRST week of every month.
To share recent newsworthy or noteworthy items and/or calendar dates with your fellow members, please email firstname.lastname@example.org.
POS Index Update
• Budde Marketing, which provides monthly POS Index reports to ERA members, has issued its latest summary, running from January 2016 through July 2017. Go to era.org to view the new index. The report shows that July 2017 manufacturers’ activity declined following a strong June. Year over year, however, 2017 remains up about 3 to 4 percent when compared to 2016. For details on Budde Marketing’s services, visit BuddeMarketing.com.
Industry News and Other Items of Interest
• Remember that manufacturing data reports from the Institute for Supply Management (ISM) are released on or about the first of every month and can be accessed at ISM. The Sept. 1 report says economic activity in the manufacturing sector expanded in August, and the overall economy grew for the 99th consecutive month. Also, of the 18 manufacturing industries included in the September report, the computers and electronics products sector was one of 14 reporting growth.
• IC Insights raised its 2017 semiconductor capital expenditures forecast to a record-high of $80.9 billion, a 20 percent increase from $67.3 billion in 2016. Spending for DRAM is expected to show biggest percentage gain in 2017. Visit ICInsights to view the full report.
• A shortage of components is expected to impact premium smartphone sales during the second half of 2017, according to Garner. In the second quarter of this year, smartphone sales rose 6.7 percent over the first quarter, reaching 366.2 million units. See ElectronicsWeekly for details.
• The three-month average of worldwide billings of North American equipment manufacturers in July 2017 was $2.27 billion, SEMI reported. The billings figure is 1.4 percent lower than the final June 2017 level of $2.30 billion, and is 32.8 percent higher than the July 2016 billings level of $1.71 billion. See more at SEMI.
• Worldwide information security spending is expected to reach $93 billion in 2018. Information security is a subset of the broader cybersecurity market, which is predicted to exceed $1 trillion in cumulative spending over the next five years, from 2017 to 2021, according to Cybersecurity Ventures. See the full report at CSO.
• Global spending on information technology (IT) is $3.5 trillion annually, according to Gartner. In 2017, IT budgets are expected to grow at a healthy 2.4 percent. The two specific growth areas are software and cloud computing. Learn more at InformationWeek.
• A new biofuel cell is capable of creating energy from a chemical reaction with sweat. The device was developed by a team of researchers and engineers from the University of California San Diego and is considered to be a major advancement in the fuel of wearable power supplies. Read more at AllAboutCircuits.
• Pay for performance is a time-honored compensation strategy; however, a recent research shows that people who are rewarded based on performance think differently about money than people who receive a fixed salary. The performance pay approach risks encouraging workers to focus on pay and not on the work. Click on Bulova to read more.
• Sales leaders admit that accurate sales forecasting is fundamental to making good business decisions. Companies that adopt leading sales forecasting methodologies find approximately 20 percent improvement in forecast accuracy, helping them achieve up to a 7 percent year-over-year increase in deal size and improvement in sales cycle time. See SMM for more information.
• Email is a prime tool for collecting B2B data, second only to websites, according to a study released by Synthio and Ascend2. Overall, 93 percent of surveyed companies say data-driven marketing is effective, and 73 percent strongly agree that having a good data-driven marketing strategy is crucial to achieving success. Visit MediaPost for details.
• Planning content distribution is just as critical to your marketing strategy as the quality of the content itself. Learn how personalized emails, guest posting, reaching out to influencers in your industry and lead interviews are some ways to effectively distribute content beyond social media. Visit HubSpot to learn more.
• Sponsorship opportunities are now available for ERA’s 49th Management and Marketing Conference — “Tools of Our Trade — Constructing a Successful Future” — scheduled Feb. 25-27, 2018, at the AT&T Conference Center in Austin, Texas. In addition to the various benefits, most sponsorship opportunities include one or more complimentary registrations for the event. Click on ERAConference for more information.
• Don’t miss the next free ERA teleforum scheduled on Tuesday, Sept. 19, at 3 p.m. CDT. The topic, “How do you introduce a new supplier to your customers?” will be discussed by sales coach/consultant Nicki Weiss and co-facilitators: Michael Longano, owner, Millennium Technical Sales; Amy Hain, director, Global Accounts at RFMW Ltd; and Bill Romick, VP, Business Development at DNA Group, Inc. To register for the teleforum, go to ERA-Saleswise.
• Production of the Fall 2017 issue of The Representor will be underway shortly. Reserve your ad by Sept. 8, and feature your brand in front of 3,000-plus reps, manufacturers and distributors. The ad also will run for three months on ERA’s website. To advertise in the Fall issue, contact Stephanie Tierney or visit Representor.
• Kate Rhoten has been appointed as the new executive director of the Manufacturers’ Representatives Educational Research Foundation (MRERF). Kate has 20-plus years of experience in sales and training. She most recently worked with Public Consulting Group in Indianapolis. Kate can be reached at email@example.com.
For Your Calendar
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