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> 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.

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> 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.

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> 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.

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> 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.

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:

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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:

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

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> A peek back and a look ahead

EXECUTIVE COMMENTARY

Walter Tobin, ERA CEO

by Walter E. Tobin, ERA CEO

My remembrance of Chuck Tanzola is his leadership, friendship and passion to always do the right thing. I would be remiss in not mentioning him and letting you know how much I respected and admired him. He was a man of faith who is an example for all of us to follow. Rest in peace, Chuck. Please read John O’Brien’s article on page 14 for more thoughts on our late president.

Wow! So here we are: 2024 — whew! We got through 2023 relatively unscathed, with a few bruises along the way as a result of ERA helping its members deal with the industry’s toughest issues. Hand-to-hand combat, so to speak. ERA is always trying to help its members move ahead with confidence and unafraid of what lies ahead, to arm them with new tools and new ways of doing things. It is what we do, together!

A peek back

We left Austin in February 2023 after having our first-ever Conference sell-out! What a great testimony to the hard work of our 55 Conference committee volunteers who put on a great show. Our ERA national staff, led by Erin Collins, helped set the tone, “herd the cats,” and put the agenda together for both general sessions and our unique breakout session format. Of course, we thank you, our attendees and sponsors, who made it all possible.

ERA introduced its new ERA SearchLink. ai tool, which is a way for ERA members exclusively to use AI to help find new customers, new markets and new ways of selling. We have all heard a lot about AI during 2023—perhaps too much—but have come up with an amazing tool to empower our members to not just keep up but get ahead of their competition. To date, we have had over 100 ERA members subscribe to the ERA SearchLink.ai tool. Give it a look-see and prepare to be amazed!

ERA announced three ERA Mark Motsinger White Pin Internships! ERA and White Pin continue to assist our manufacturers’ rep members to find and hire summer interns that often lead to the intern joining the rep company upon graduation.

We also introduced the ERA Electronics Components Industry Trends Survey in partnership with Edgewater Research. This confidential survey allows ERA members to provide business conditions information in a secure and confidential manner that gets “marinated” into all of the participating companies and then summarized on our website. This information, a business barometer and market conditions bellwether, is another tool available only to ERA members.

We conducted our third annual ERA STEP training with our exclusive sponsor, the TTI Family of Specialists. We had almost 400 people attend this event, all conducted in a live, virtual format. The feedback on both the content and speaker quality was amazing. Look for announcements on 2024 STEP training scheduled for this fall.

A look ahead

As we look ahead, the global issues facing us can be both daunting and challenging. Wars in the Middle East and in Ukraine present all sorts of opportunities for pessimism and despair. However, ERA remains both optimistic and positive on the economic climate in 2024. When you look at the U.S. unemployment rate being at its lowest point in years, the U.S. dollar being strong and U.S. manufacturing being strong, this all leads us to be bullish on 2024. Is there a recession on the horizon? I am certainly not an economist and read the same tea leaves that you read, but my opinion is that we will NOT head into a recession in 2024. I hope I am right.

The Presidential election also looms—no matter what the result may be, elections always present an opportunity for change. But out of great change and chaos come great opportunity— let’s all keep our eye on the prize here: customer satisfaction.

ERA will co-host the EDS Summit in May and are hoping for another strong turnout. The theme this year is “Stronger Together” which sort of says it all. I hope to see you there! Your ERA membership includes great discounts to register and attend.

ERA will once again exhibit at electronica in November, a huge show and a tremendous opportunity for ERA members to solicit channel partners, reps and manufacturers in our global environment. Our “small but mighty” ERA booth is a beehive of activity, trust me! Come see and help ERA spread the word, and cultivate partnerships for 2024 and beyond.

What is my advice and hope for 2024? Pretty simple: work hard to attain and maintain the role of being a trusted source for your channel partners, manufacturer partners and rep partners, our “three legs of the stool.” All three legs need to be working hard to win the customer, versus just booking the order.

I know that booking orders is important, but who among us has not bowed to the pressure to book the order (perhaps when we may not have been 100 percent sure that we were going to be able to support it) and then have to give it back or fail to meet our promised delivery and pricing…resulting in losing the customer. We lose the customer’s trust, perhaps forever, all to book an order. Short-sighted, for sure.

If you always keep in mind winning and keeping the customer’s trust as your north star, you will end up winning your unfair share of orders. Make 2024 the year of the customer — let’s “energize our customers’ experience!” …I bet that would make a great ERA conference theme!

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> Lessons from a friend…

VIEWPOINTS

by John O’Brien, CPMR

John O’Brien, CPMR,
ERA Chairman of the Board

As I initially set out to write this article, I was flooded time and again with a flurry of emotions. What could I say about Chuck Tanzola that would capture his essence? How could I put into words a way to honor him as a husband, father, grandfather, neighbor, community leader, business associate and more than anything, friend? I reached out to some of the folks Chuck and I both served with on the ERA Board and Executive Committee. We talked about Chuck. We reminisced about meetings, trips, phone conversations and meals. We laughed, we cried and we tried to help each other begin the healing. I even went back two years and reviewed Chuck’s musings in his articles for The Representor. Amazingly enough, the more I read and the more I talked to people, a pattern started to develop (I know Chuck always appreciated a good analysis). What became clear to me is what we all learned from Chuck and how we can use those teachings to continue his legacy.

First and foremost, Chuck was a family man. I remember the first time I got to meet his lovely wife, Pam, at the ERA Executive Committee meeting in Charleston, S.C. She instantly bonded with the group and I recall the look of love and respect on Chuck’s face the entire time. I recall fondly the stories he told and how he glowed with pride as a father as they were preparing for his son’s wedding. And of course, how excited he was at the arrival of his first granddaughter.

Here are some more reflections about Chuck from members of the ERA Executive Committee:

“What can I say about Chuck? A lot!” said Walter Tobin, ERA CEO. “He was a kind and gentle man; a man of faith who loved his wife, Pam, and his family. He was so looking forward to being a grandfather. Chuck was smart and was proud to be a Cornell grad. He read everything. He had a gentle and non-aggressive manner, but wasn’t afraid to gently challenge you, in a spirit of cooperation and with the goal to do the right thing. He had a firm hand on the rudder of ERA and EDS ships. He was funny; with a subtle wit and a twinkle in his eye. He was one of a kind. He will be missed but never forgotten.”

The ERA Executive Committee fondly remembers Chuck Tanzola, CPMR, ERA Board President, who passed away in December 2023.

“I remember a bus ride to dinner at an ERA National meeting where we talked about our kids and finding themselves,” said Ellen Coan, ERA SVP of Education. “Mine were in high school at the time. We talked about them entering the rep world and the nuances that would bring. Fast forward, and Chuck and I joined the grandparents club and our children have found themselves, some in the rep world and others helping the world in other ways. We continued to share their progress as well as our professional progress through many ERA national conferences and principal meetings.”

“Chuck planted a special rose variety called Charlie’s rose,” said Ellen. “It had arrived while we were at an ERA XCOM meeting in Boston and he was excited to get home to this special task. I bought my own ‘Charlie’s Rose’ and have it on my kitchen counter to remind me of the gracious man we lost this year.”

No matter the discussion topic, no matter the passion with which others around him spoke, Chuck had an innate ability to look at any situation and provide a perspective many of us had not considered.

“Whenever we had something to discuss, whether it was a rule change or a new policy, he always had the most interesting perspective which made me sit back and rethink the entire situation,” said Ken Bellero, ERA SVP of Manufacturing. “Chuck’s insights and contributions were invaluable. He was the guy to make you sit back and say…‘Hmm.’”

“He was always very generous and thoughtful with all of us,” said Ken. “I still have the gordian knot puzzle he gave us on my desk so I can remember him every day (but will not touch it for fear of never putting it back together!) Most of all I enjoyed his offbeat and witty humor.

“Chuck was the sounding board I used when I needed perspective,” said Cameron English, CPMR, ERA SVP of Industry. “I remember one time I called to ask him about an article I was working on for The Representor on supply chain volatility. Looking for insight on how and why things were so upside down, Chuck weighed in with a different angle on how we found ourselves in the position we were in.”

Cam reiterated Chuck’s ability to gain perspective, saying, “He could bring the objectivity back into a highly charged conversation. Reasoned and insightful, I can still hear his voice inside my head. Chuck was the benchmark for reason and thoughtfulness.”

“Chuck was even-handed and thoughtful in his approach,” said Gary Zullo, ERA SVP of Distribution. “We relied on his steady hand versus emotional responsiveness in turbulent times. He exuded confidence and positivity.”

In my opinion, the reason for Chuck’s amazing perspective was simple — he was a great listener. I know because he had an uncanny habit of repeating back to you what you had just said, to make sure he got it right and also give your thoughts validation. Many who got to spend time with Chuck mentioned the great conversations they had with him.

“I will cherish the rounds of golf that we played, especially the incredible conversation that we had while sharing a cart at the last Sager open,” said John Hutson, ERA SVP of Membership. “As a listener with excellent perspective, many folks talked about how he has and continues to influence them. It was an absolute blessing to have had the opportunity to have been associated with such a special person.”

Looking back on a life well lived, I think about the things Chuck taught me, without having realized at the time that he was teaching me. First and foremost, love your family. Make the time. Embrace every opportunity you get to share time with them and be committed. Secondly, try to gain some perspective. Whether it’s your personal life or your business life, a fresh perspective provides an opportunity to grow. Looking at things from a different point of view opens the doors to whole new experiences and successes.

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> 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!

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> 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.

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.

 

 

> 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:

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.

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> ERA Quick Connections – January 2024, Vol. 1

January 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 December for the 14th consecutive month after a 28-month period of growth.

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

INDUSTRY NEWS

> Manufacturing employment news: Overall, hiring was sluggish in 2023 among manufacturers, with a net 12,000 workers added, following robust gains in 2021/2022. Manufacturing employment has remained resilient, though, hovering near 13 million workers in all of 2023. The average hourly earnings of nonsupervisory workers in manufacturing saw a 5.8 percent growth over the past 12 months, a 40-year high. Read more.

> Recent market trends have led to an increased rate of obsolescence in the semiconductor industry. What are some best practices to manage obsolescence? A Q&A with Shawn Bloomer of Converge, an Arrow company. Read more.

> Replacing physical connectors with contactless options is just one example of a paradigm shift happening in the world of electronics components. How can companies embrace “disruptive tech” and innovate without losing business growth? A report from Molex explores this issue: read more.

INDUSTRY TRENDS SURVEY

Last call for the January ERA Electronics Components Industry Trends survey! Check your inbox and fill out the short survey today.

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

> The buzz about the sold-out 2024 ERA Conference is growing!

— Brent Adamson and Crystal Washington have been announced as the general session speakers on Day 2 of the Conference. Adamson will present “Creating Customer Confidence to Make the Sale” and Washington will present “The Future is NOW: Technology & Trends that will Revolutionize.” Read more.

— ERA will present Dick Neumann with the 2024 ERA Lifetime Achievement Award at the Conference. Congratulations Dick on your esteemed career and this award! Read more.

— Conference breakout sessions have been announced — these interactive and informative sessions will be the highlight of the Conference! View the sessions.

 

> IMPORTANT EDS SUMMIT 2024 INFORMATION: The 2024 EDS Summit is relocating and the dates have been changed.

Originally set for May 13-17 at the Mirage in Las Vegas, the Summit will now take place at Resorts World Las Vegas, from Tuesday, May 21 to Friday, May 24 – a week later than initially planned. This is due to the fact that extensive renovations and expansion of the Mirage, originally slated for later in the year, have been moved up.

What does this mean? The EDS Board and planning team will be working tirelessly to make the transition as seamless as possible. Although the location will be new, you can be sure your experience at EDS will remain as rewarding as ever. Our 2024 Summit theme “Better Together” has never been more appropriate.

  • If you’ve already reserved space, we’ll reach 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. We’ll contact you very soon with all the details.
  • 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.

We are excited about this new chapter and look forward to welcoming you. Stay tuned for more information!

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> The 2024 EDS Summit: NEW Dates & Location

The 2024 EDS Leadership Summit in Las Vegas is moving from the Mirage Resort to Resorts World Las Vegas

The 2024 EDS Leadership Summit , initially set for May 13-17 at the Mirage, Las Vegas, Nevada, is relocating to Resorts World Las Vegas on the Las Vegas Strip. The event will now take place Tuesday, May 21 through Friday, May 24 – one week later than originally planned.

The shift in venues for the annual industry gathering was necessitated by the change to the start of extensive renovations and expansion of the Mirage, which was recently acquired by Hard Rock International from MGM Resorts. Construction was originally scheduled for later in the year, but is now slated to begin in the first half of 2024.

Considered the premier event for the international electronic components industry, the EDS Leadership Summit – held at the Mirage since 2015 – spans four days and attracts top executives from the world’s leading manufacturing, distribution, and sales representative firms. The 2023 Summit saw participation from over 3,500 attendees.

“Our partnership with the Mirage over the past nine years has been tremendous,” said Ryan Riesterer, EDS Executive Vice President. “When Hard Rock management decided to advance their construction schedule, they worked with us proactively to find what we consider an absolutely outstanding venue for our event. It’s bittersweet to be leaving the Mirage so abruptly, but we are excited for this move to Resorts World and the opportunities it presents for EDS, our sponsors and our attendees.”

Opened in June 2021, Resorts World Las Vegas stands as the first newly completed resort on the Las Vegas Strip since the Cosmopolitan’s debut in 2010. It features a dramatic 66-story tower, housing 3,500 guest rooms across three unique hotel experiences, all managed by Hilton. Resorts World’s state-of-the-art convention facilities are particularly impressive, with over 250,000 square feet of flexible space and an expansive rooftop terrace with Strip views.

“Our sales and marketing team is dedicated to ensuring a smooth transition for our attendees and exhibitors,” said David Loftus, President and CEO of the Electronic Components Industry Association (ECIA). “Although the location is new, you can be sure the experience of EDS will remain unchanged.”

Walter E. Tobin, CEO of the Electronics Representatives Association (ERA) agreed. “The fact is, wherever EDS is held, when you have the leaders of major distributors, manufacturers and rep firms coming together in one place to talk about business, magic is going to happen.”

General registration for the 2024 EDS Summit is expected to begin in early February.

ABOUT THE EDS LEADERSHIP SUMMIT
EDS is the premier annual event for leaders and innovators in the international electronic components industry. It brings together the manufacturers, distributors and representatives of electronic components, instruments and accessories. It allows the brightest minds in the industry an opportunity to meet, make contacts and build their businesses. Suppliers of industry goods and services also are on hand to market their products.

The emphasis at EDS is on forging and maintaining business relationships through scheduled, one-on-one meetings. The event also offers important product exhibits, educational programming and networking opportunities. EDS is a combined effort and strongly supported by two of the industry’s leading member organizations — the Electronic Components Industry Association (ECIA) and the Electronics Representatives Association International (ERA).

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> Dick Neumann Named Recipient of the 2024 ERA Lifetime Achievement Award

The Electronics Representatives Association (ERA) is pleased and honored to announce that Dick Neumann, former vice president at Grayhill, Inc., has been named the 2024 recipient of the ERA Lifetime Achievement Award.

The award will be presented to Neumann at February’s ERA Conference in Austin, Texas, in recognition of his service to the electronics industry.

The Lifetime Achievement Award was created to recognize individuals who play an integral role in supporting the manufacturers’ representative model in the electronics industry.

Neumann retired from Grayhill, Inc. in August 2022 after 47 years of service to the company.

After graduating from TCU in 1962, he started working at Grigsby as a purchasing agent. From there, he joined the sales rep firm Hill Gray, where he was first introduced to Grayhill products. Dick was recruited to Grayhill in 1976 as the western regional sales manager. Over his career in sales, he held the roles of national sales manager, vice president of sales and marketing and vice president of special projects.

“Dick started his career as a manufacturers’ rep at Hill Gray,” said Walter Tobin, CEO of ERA. “That’s where his passion and commitment to the rep function started and was carried over once he joined Grayhill. Dick’s 40-plus year career with Grayhill was a testament to his ability to manage and motivate his rep network by creating an atmosphere of collaboration, hard work and a bit of fun. His dedication to family, Grayhill and our industry is what drove Dick right up to his retirement. He has been a mentor to so many of us. ERA is proud to recognize Dick with this Lifetime Achievement Award.”

“It’s a special time in one’s life when he receives a special award for doing what he loves,” said Neumann. “For the last 50 years, ERA has helped me build relationships with our representatives, with other manufacturers and with distributors. It has been said that a successful man learns from his mistakes. These relationships helped me not only learn from my mistakes but also from my peers’ mistakes. Tim Coakley once told me if he took one idea home from an ERA conference, it was a successful conference. I know I have taken more knowledge from my peers than I have given. I have many people to thank from the more than 59 years in the industry that I love.”

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> 2024 ERA Conference Breakout Sessions Announced!


The ERA Conference Committee is excited to announce the breakout session topics for the sold-out 2024 ERA Conference, scheduled for Feb. 25-27 in Austin, Texas.

Over the past nine months, the volunteers serving on the Breakout Sessions Subcommittee have been working diligently to develop 15 Breakout Sessions for the upcoming conference. These interactive and highly informative sessions are the highlight of the ERA Conference, and the education and insights gained will not disappoint.

Here is a summary of the topics to be presented at the conference. Full descriptions of each breakout session, and pre-registration for the sessions, will be announced in the coming weeks.

  • Artificial Intelligence: Real-World Applications for Field Sales
  • Embrace It: Artificial Intelligence and Your Future
  • Engineers of Today vs. 5 years ago: Are They Getting What They Need from Us?
  • How the Digitalization of Product Information Accelerates Customer Engagement
  • More Than a Salesperson: Developing a Memorable, Trusted Personal Brand
  • Reach More, Engage Deeper: Digital Tools That Can Amplify Your Tried-and-True Marketing Tactics
  • Rep 2.0: Future-Proofing Your Manufacturers’ Rep Business
  • Strategies for Manufacturers’ Reps on Negotiating Better Contracts with Manufacturers
  • Succession Planning: Passing Down Key Knowledge, Skills and Abilities – Why It’s Important & How It Works
  • Technology Swap Shop: Digital Efficiencies to Help Your Team & Your Customers
  • The Kids Are Alright: The Art of Hiring, Training and Retaining Zillenials (Gen Z + Millennial = Zillenial)
  • The Evolution of Field Sales: Where Are We Headed?
  • The Eye of the Beholder: How do Customers View Salespeople?
  • Understanding Cybersecurity Threats & How to Protect Your Company
  • Unleashing the Power of Data: Best Strategies for Effective Data Sharing and Collaboration in Today’s Electronics Industry

Each breakout session is offered TWICE, which will allow you to attend six total breakout sessions during the two-day event.

Stay tuned for more information!

Thanks to the Breakout Sessions planning committee members!

Adam Grigor, Tech-Treck Ltd. – Co-Chair
Maryellen Stack, Sager Electronics – Co-Chair
Emily Bannister, C C Electro Sales, Inc.
Vincent Bastiani, E-Switch
Mary Benetti-Condon, Bel Fuse
Melissa Ceveda, Exponetial Technology Group
Cesare Giammarco, Cesare Giammarco Consulting
Bob Gourdeau, Kyocera-AVX
John Grobanopoulos, Sigma Component Design
Chris Hodge, Fralia Co. & Associates
Jon Hollman, Victory Sales
Gerry Iuliano, CSC-Sygnum
Jake Metzger, Hughes-Peters
Paula Renfrow, TTI Inc.
John Simari, ERA Consultant, Simari Consulting
Bryan Teen, CPMR, Tech Marketing
Perry Thornton, Pinnacle Marketing
Ed Thurmes, CPMR, Mel Foster Co.
Shane Triantos, Luscombe Engineering Co. of San Francisco
Mark Wachtel, SJ Associates

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.

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> Announcing 2024 ERA Conference General Session Speakers Brent Adamson and Crystal Washington

The 2024 ERA Conference Committee is pleased to announce that Brent Adamson and Crystal Washington will present as General Session speakers at the annual ERA Conference, Feb. 25-27, in Austin, Texas.

Brent Adamson

Brent Adamson is a researcher, author, presenter, trainer and advisor who has been billed as having “the biggest crystal ball in B2B sales” and is co-author of The Challenger Sale and The Challenger Customer.

Adamson will present “Creating Customer Confidence to Make the Sale” during the Tuesday, Feb. 27 morning general session. In this session, Adamson will cover how to overcome the most significant forces that are eroding customer confidence: decision complexity, information overload, implementation uncertainty and value opacity. He will teach the audience how to use customer insecurity as a point of opportunity to build trust with the customer and set themselves apart from other sales teams by solving what your customer is craving and giving them the ability to believe in themselves.

“Brent’s expertise and passion for researching and sharing new information about the critical intersection between selling and buying in B2B settings will be incredibly valuable for our audience,” said Julie Carr, MacInnis Group, co-chair of the Conference Keynote and General Sessions Committee. “His practical insights regarding buyer-seller interactions, the full customer value lifecycle and building customer confidence are especially compatible with our Conference theme this year of ‘energizing our customers’ experience.”

Crystal Washington

Crystal Washington, CSP, CPAE, is a technology strategist, certified futurist and author, whose clients have included Google, Microsoft and GE. She is a “tech translator” who specializes in taking complex social media, app and web topics and makes them easy to understand for everyday people.

Washington will present, “The Future is NOW: Technology & Trends That Will Revolutionize” on Tuesday, Feb. 27 at the final afternoon general session, where she will present a high-energy session on exciting and practical ways that technology will rock our world over the next 10 years. Attendees will learn the top five technologies that could interrupt or revolutionize our industry and walk away with the ability to use new tactics and stay ahead of the trends.

“Our Conference audience always loves ‘future in tech’ sessions, and I have no doubt that Crystal’s high-energy session will inspire and motivate us,” said Carr. “Crystal’s ability to break down complex tech topics will allow the audience to understand, embrace and leverage the latest technology trends and move forward with empowering insights.”

ERA thanks the entire 2024 ERA Conference Keynote/General Sessions subcommittee for their time and dedication in reviewing general session candidates and making its selections.

Read more information about Brent Adamson.

Read more information about Crystal Washington.

About the 2024 ERA Conference

The 2024 ERA Conference is an educational and networking event that offers the only opportunity for electronics industry reps, manufacturers and distributors to learn together from many experts in an environment dedicated to sharing proven best practices in field sales and marketing. Complete with keynote speakers, breakout sessions and networking events, this do-not-miss event offers a collaborative and energetic environment where all attendees can learn, connect and grow.

Read more information about the 2024 ERA Conference.

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> ERA Quick Connections — Dec. 2023, Vol. 2

December 2023, Volume 2

Happy holidays from the ERA Board & Staff!


MONTHLY POS REPORTS

October 2023 dipped slightly when compared to September 2022 POS. October is tracking about 4.2 percent below the average for 2023 and running about 4 percent behind 2022 POS numbers. Most of the 150+ companies that we include in our POS Index are running slightly below their 2022 numbers. The industry is beginning to feel a definite slowdown; the last two months should help to provide a good indication of what 2024 will be like.

Merry Christmas and Happy New Year from Budde Marketing!

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.

INDUSTRY NEWS

> Scientists have produced a first-of-its kind semiconductor chip that uses both light- and electronic-based components and could pave the way for 6G and even 7G mobile technology. Read more.

> The Federal Reserve in December left interest rates unchanged for the third straight meeting and is not expected to make any changes to rates at the next meeting on Jan. 30-31. The committee is widely expected to start lowering interest rates incrementally in 2024. Read more.

> A California robotics firm has flown an autonomous cargo plane with no human on board in a first for aviation. Read more.


INDUSTRY TRENDS SURVEY

The December ERA Electronic Components Industry Trend Survey is now closed.

Results from the November ERA Electronic Components Industry Trends survey are now in!

View results from November 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

> The 2024 ERA Conference Committee is excited to announce that Andrew Busch and Cam Marston will present as General Session speakers at the sold-out 2024 ERA Conference. Andrew Busch will present “Future Economy: Growth Opportunities” and Cam Marston will present “Selling Across the Generations” to Conference attendees. Read the full press release.

> The Representor editorial staff is now accepting advertising requests for the Winter 2024 issue, which will be bonus-distributed at the 2024 ERA Conference! Submit your ad request online by Friday, January 5. This issue will be mailed and delivered digitally to approximately 3,500 qualified rep, manufacturer and distributor industry members. You do not need to be an ERA member to advertise! View classified ad rates & sizes and display ad rates & sizes. Questions? Email Clare Kluck, ERA Communications Director.

> With profound sadness, ERA must announce the passing of Chuck Tanzola, CPMR, ERA Board President, and vice president at Fusion Sourcing Group. Chuck served ERA and the industry faithfully and selflessly for many years. He served the past two terms as Chairman of the Board and Board President. ERA knew Chuck as a voice of calm and reason who governed ERA as a thoughtful, fair and sensitive leader. His presence will be greatly missed. Read more.


FOR YOUR CALENDAR

Browse the searchable ERA Industry Calendar for upcoming national and local chapter events!

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> ERA Announces the Passing of Lloyd Mullin

Lloyd Mullin

With sadness, ERA announces the news of the passing of Lloyd Mullin, long-time manufacturers’ representative. He passed away peacefully at the age of 86 in Naples, Fla.

Lloyd grew up in Newton, Mass. and attended Our Lady’s High School. He served in the Army for two years and then attended Northeastern University in Boston. He became the first in his family to receive a college degree. Lloyd started working at CompRep Associates in 1964, ultimately buying the business and running it successfully for the next 40 years, while also starting other companies EDS, Diamond Advanced Components and Storex.

Lloyd was a CPMR and was inducted into the ERA White Pin Group in 1987. He was integral in the formation of the Manufacturers’ Representatives Educational Research Foundation (MRERF).

Lloyd enjoyed coaching his children, playing golf, socializing at Brae Burn Country Club in Newton, singing in Saengerfest, with a performance at Royal Albert Hall in London, and serving on the Board of Trustees at Northeastern University. He loved spending time on his boat and at his summer homes on Cape Cod and was a founding member of The Ridge Club in Sandwich. Lloyd continued to be active on the golf course and in his communities after relocating to Fort Myers, Fla.

He leaves behind his wife, her two daughters, his three children and eight grandchildren.

There will be a Celebration of Life on January 6, at Fort Myers Memorial Gardens Funeral Home, 1589 Colonial Boulevard, Fort Meyers, Fla. Interment services are private.

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> Announcing 2024 ERA Conference General Session Speakers Andrew Busch and Cam Marston


The 2024 ERA Conference Committee is pleased to announce that Andrew Busch and Cam Marston will present as General Session speakers at the annual ERA Conference, Feb. 25-27, in Austin, Texas.

A former chief market intelligence officer for the U.S. government at the Commodity Futures Trading Commission, Andrew Busch is a futurist and economist, author and speaker who has advised the White House, Congress, U.S. Treasury and SEC on a wide range of global and domestic economic issues. He authored the book World Event Trading and is the former CEO of Bering Productions Firm, a boutique financial markets and policy research firm.

 

Andrew Busch

In his general session, Busch will present “Future Economy: Growth Opportunities” to Conference attendees. Busch will dive deep into exploring how innovation, policy changes and societal shifts impact our markets, economy and world — and how they drive opportunities for clients. He will introduce the market trends super charged by COVID-19 and war and explain how to apply them to the electronics industry via case studies to show where money is flowing, and opportunities are growing.

Busch will provide the context needed to understand the forces at work creating momentum for change in the economy and your business, and will work to answer the question: Is your business aligning itself for what will occur?

“Andy will bring a high level of enthusiasm and energy to the economics session this year,” said Julie Carr, MacInnis Group, co-chair of the Conference Keynote and General Sessions Committee. “He has over 35 years’ experience in finance and is able to simplify the complexities of the economy, politics and technology trends, offering insights on the rapid changes ahead. As a futurist, he will provide us a guide to align our businesses with the key drivers of growth in the next five years.”

Cam Marston

Cam Marston — author, consultant and radio/podcast host — is the founder of the company Generational Insights and is a multi-generational relations and workplace communications expert who has authored countless books and articles about how generational workplace and marketplace preferences affect every aspect of business, including recruiting, retention, management, sales and marketing.

Marston will present, “Selling Across the Generations” to Conference attendees. The first rule of sales is to know your customer, but with five distinct generations currently participating in buying decisions for companies worldwide, this task is not easy to fulfill. Marston’s session will expound on succeeding in today’s business climate by approaching each buyer with an informed generational perspective. Recognizing your own biases, values and expectations affects how you communicate, how you make an impression and how you ask for the sale. Once you understand the depths of sales biases in each generation, you’ll then begin to realize the opportunities for making deep and lasting connections with customers.

“Cam Marston’s experience delving into the intricacies of each generation’s unique traits will undoubtedly equip us with actionable insights, offering valuable tips that can be seamlessly integrated into our daily interactions for enhanced collaboration and success,” said Carr.

ERA thanks the entire 2024 ERA Conference Keynote/General Sessions subcommittee for their time and dedication in reviewing general session candidates and making its selections.

Read more information about Andrew Busch.

Read more information about Cam Marston.

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> ERA Mourns the Passing of Chuck Tanzola

With profound sadness, ERA must announce the passing of Chuck Tanzola, CPMR, ERA Board President.

Chuck served ERA and the industry faithfully and selflessly for many years. He served the past two terms as Chairman of the Board and Board President; before that, he served on the ERA Executive Committee for 20 years. Previous to that, he was an Empire State ERA chapter delegate. He received the Jess Spoonts White Pin Award in 2008, and the Ray Hall Spirit of ERA award in 2017. He was inducted into the ERA White Pin Group in 2011.

Chuck was a 1981 graduate of Cornell University. He began working with Bob Dean Inc. in 1981 as a salesman, which then became Fusion Sourcing Group of which he was part owner, and vice president of business development. He worked at Bob Dean/Fusion Sourcing for 41 years.

ERA knew Chuck as a voice of calm and reason who governed ERA as a thoughtful, fair and sensitive leader. His presence will be greatly missed.

Our thoughts are with Chuck’s family and colleagues as we in the industry process this painful loss.

View his full obituary and service information.

In lieu of flowers, the family asks for donations in Chuck’s name be sent to Willow Glen Christian School at 1768 Dryden Road, Freeville, NY 13068. To donate online, click here. (See the “note” section to indicate that the donation is on behalf of Chuck Tanzola.)

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> STEP 2023 Sales Training Series Now Available

If you did not have the chance to attend the live STEP 2023 event, but still want to access the event’s valuable educational content, the STEP 2023 sales training video recordings are now bundled and available for purchase at ERA.org/step. (ERA member companies receive a discount, of course!)

2023’s training modules feature tips on time management, email writing, active listening, building resilience, using ChatGPT and AI in sales, maximizing quotes to orders booked, 21st century prospecting, and more!

Step up your sales and professional skills, and come away with useful takeaways, best practices and key tools to succeed in today’s ever-changing market.

Happy learning!

– Browse the 2023 STEP library (and 2022 and 2021 as well!)

– Purchase the STEP 2023 modules

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