ERA takes a manufacturer from newcomer to nationwide

by Václav Rychtařík, Director of Marketing, ELKO EP North America

Jan Pačovský, ELKO EP North America CEO, and Walter Tobin, ERA CEO, at the 2025 EDS Summit.

When ELKO EP North America first entered the U.S. market, we knew we had the right products. What we didn’t have – yet – was the right network.

As a European manufacturer expanding into a vast and highly relationship-driven industry, we needed a way to build trust quickly, connect with serious partners and learn fast.

Two years later, our rep and distributor network covers nearly all of the U.S. and Canada. And while there’s a lot that went into that growth, one factor stands out clearly: Joining ERA made all the difference.

A directory that actually works

We became aware of ERA through a recommendation from our very first rep in the U.S. He pointed us to Walter Tobin, and shortly after that conversation, ELKO EP NA joined ERA.

From the start, the biggest practical value came from the ERA HoverMap®. Unlike many membership directories that are more symbolic than actionable, this one gave us a full view of active, qualified rep firms – complete with territories, emails and phone numbers.

Jan Pačovský, ELKO EP NA’s CEO, personally reached out to nearly every ERA member rep firm listed. Most of the rep firms we now work with came directly from that outreach. In other words: ERA’s HoverMap® helped us build our entire rep network.

EDS: Where the industry comes to work

Our first EDS Summit in 2024 was a game changer. We didn’t just meet new people – we signed new distributors and reps. And when we returned in 2025, we closed more partnerships and opened up new distributor discussions across North America.

What stood out to us is how different EDS is from other events. This isn’t a “stop by and chat” kind of conference. It’s tightly scheduled, fast-moving and results-oriented – the kind of format that rewards preparation and decisiveness.

ERA’s meeting rooms at EDS made it possible for us to hold serious business discussions behind closed doors without needing to rent a costly suite as a smaller player. Between that, the food, the logistics and the overall support, it’s clear that ERA goes out of its way to make it easy for members to show up and succeed.

People who actually help

What surprised us most? That ERA isn’t just a badge – it’s a real, responsive team of people who care about your success. Walter Tobin’s name carries weight across the industry. He was always willing to help us make the right connections, respond to our emails promptly and offer guidance – even when the questions weren’t strictly about our membership. He’ll be missed as he heads into retirement.

His team deserves equal credit. Kate Van Hise helped us get involved as a sponsor of the ERA Conference, handling everything with professionalism and speed. Clare Kluck made it possible for us to tell our story here in The Representor, and has been nothing short of fantastic.

More than membership – a mark of credibility

For a new company on the North American scene, ERA was more than a resource – it was a seal of approval. We proudly feature the ERA logo in our marketing materials, LinkedIn presence and sales decks. It signals to partners that we’re serious, connected and part of something bigger.

Looking back, we didn’t expect ERA to deliver this much value. We’ve all seen organizations that are long on talk and short on action. This wasn’t that.

For us, ERA has been the single most effective accelerator of our entry into the U.S. and Canadian markets. If you’re a manufacturer wondering if ERA is worth it – we’re here to say it absolutely is.

Because thanks to ERA, we didn’t just come prepared. We left aligned. And we’ve been growing ever since.