ERA 2018 Conference Schedule

Conference Schedule

Please make sure to visit this page frequently for changes and updates. Click on General Sessions, Breakout Seminars and Supplier Workshops to link to pages with detailed descriptions of the presentations.


Sunday, Feb. 25

Noon – 6 p.m.   –  Conference Registration Desk Open – Ballroom Foyer

5 – 6:30 p.m.  –  Welcome Reception – Interior Courtyard (Tejas Room if it rains)

Monday, Feb. 26

6:45 – 8 a.m.  –  Chapter Leadership Council (CLC) Meeting – Room 301

7 a.m. – 5 p.m.  –  Registration Desk Open – Ballroom Foyer

7 – 7:50 a.m.  –  First Timers Orientation – Room 204
Presenter: Kathie Cahill

7 – 7:50 a.m.  –  Breakfast and Supplier Workshops

8 – 9 a.m.  –  Conference Opening and Keynote: Tools of Our Trade — Constructing a Successful Future  – Ballroom
Speaker: Wayne Cotter, humorist and former design engineer

9 – 9:15 a.m.  –  Break

9:15 – 10:30 a.m.  –  Breakout Seminars:
~ Cloud Computing and the Makeup of the Salesperson of the Future – Room 301
~ Design Registrations: What Works, What Doesn’t and How Valuable Are They? – Room 203
~ Harnessing the Power of Three: Creating Goals, Identifying Roles, Bringing Value and Generating Results – Room 202
~ The Quick and the Dead – Salon A
~ Sales Techniques Swap Shop – Ballroom CDE

10:30 – 10:45 a.m.  –  Break

10:45 a.m. – 12 p.m.  –  Breakout Seminars:
~ Achieving Trusted Advisor Status: Differentiation Practices by Reps, Distributors and Manufacturers – Room 203
~ How Changes Have Impacted the Buying, Selling and/or Merging of Rep Firms – Salon A
~ Innovation and Disruption: Adapting to Change – Room 202
~ The Rep Value Proposition: Taking a Fresh Look at Manufacturers’ Reps – A Framework for Discussions – Room 301
~ Unselling in 2018: Are you Having the Right Collaborative Conversation? – Salon B

12 – 1 p.m.  –  Luncheon – Ballroom

12:30 – 1 p.m.  –  What’s Up … What’s New with ERA?  – Ballroom
Speaker: Walter Tobin, ERA CEO

1 – 1:15 p.m.Break

1:15 – 2:15 p.m.  –  General Session: Economic Update: What’s in Store in 2018 and Beyond?   – Ballroom
Speaker: Thomas W. Derry, CEO, Institute for Supply Management® (ISM)

2:15 – 2:30 p.m. – Break

2:30 – 3:45 p.m.  –  Breakout Seminars:
~ Excel: Tips and Tricks for Busy Salespeople – Room 301
~ Fuel Up to Power Up – Salon B
~ Global Principals and Suppliers: Addressing Cultural Differences and Diversity – Room 203
~ Reviewing, Revising and Negotiating Sales Rep Agreements – Salon A
~ Unselling in 2018: Are you Having the Right Collaborative Conversation? – Ballroom CDE

3:45 – 4 p.m.  –  Break

4 – 5:15 p.m.  –  General Session: An All-Inclusive Workforce: Finding, Training and Working with Today’s Talent – Ballroom
Speaker: Gabrielle Jenkins, managing partner, Resource Management of Boston

7 – 10 p.m.  –  Conference Theme Party – El Mercado Restaurant & Cantina
Buses will shuttle from hotel to El Mercado starting at 6:30 p.m., and return shuttles will run until 10:30 p.m.

Tuesday, Feb. 27

7 a.m. – 5 p.m.  –  Registration Desk Open – Ballroom Foyer

7 – 7:50 a.m.  –  Breakfast and Supplier Workshops

8 – 9:30 a.m.  –  General Session: Five Steps to Better Work-Life Balance – Leadership Success in Work and Life – Ballroom
Speaker: Jim Bird, founder and CEO, WorkLifeBalance.com, Inc.

9:30 – 9:45 a.m.  –  Break

9:45 – 11 a.m.  –  Breakout Seminars:
~ Are you Maximizing Sales Collaboration with the Latest Cloud Tools? – Room 202
~ Design Registrations: What Works, What Doesn’t and How Valuable Are They? – Room 301
~ The Rep Value Proposition: Taking a Fresh Look at Manufacturers’ Reps – A Framework for Discussions – Room 203
~ Reviewing, Revising and Negotiating Sales Rep Agreements – Salon A
~ Your Company’s Marketing Toolbox: How You Can Build a Successful Marketing Plan for Only $500 a Month – Salon B

11 – 11:15 a.m.  –  Break

11:15 – 12:30 p.m.  –  Luncheon and Awards Presentations – Ballroom

12:30 – 12:45 p.m. – Break

12:45 – 2 p.m.  –  Breakout Seminars:
~ Achieving Trusted Advisor Status: Differentiation Practices by Reps, Distributors and Manufacturers – Room 301
~ Cloud Computing and the Makeup of the Salesperson of the Future – Salon B
~ Excel: Tips and Tricks for Busy Salespeople – Room 202
~ Harnessing the Power of Three: Creating Goals, Identifying Roles, Bringing Value and Generating Results – Room 203
~ How Changes Have Impacted the Buying, Selling and/or Merging of Rep Firms – Salon A

2 – 2:15 p.m.  –  Break

2:15 – 3:30 p.m.  –  Breakout Seminars:
~ Are you Maximizing Sales Collaboration with the Latest Cloud Tools? – Room 301
~ Global Principals and Suppliers: Addressing Cultural Differences and Diversity – Room 202
~ Innovation and Disruption: Adapting to Change – Ballroom CDE
~ Sales Techniques Swap Shop – Room 203
~ Your Company’s Marketing Toolbox: How You Can Build a Successful Marketing Plan for Only $500 a Month – Salon A

3:30 – 3:45 p.m.  –  Break

3:45 – 5 p.m.  –  General Session: Profiling Tomorrow’s Customers and the Supply Chain They Will Need – Ballroom
Speaker: Michael Knight, senior vice president Americas, TTI, Inc.

5 p.m.  –  Conference adjourns

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