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> Northern California ERA Draws a Large Crowd at Professional Sales Person Program

April 14, 2017 – Source: ERA

Northern California ERA attracted 65 attendees at the Feb. 15 panel discussion with Walter Tobin, ERA CEO, as a one of the guest speakers.

The program was titled Engineers & Supply Chain … Preferences and Perceptions of Sales Professionals. The panel consisted of two engineers, a commodity manager, a small business owner and an executive from a major company in Silicon Valley. Tobin was a speaker along with Paul Edwards, Wayne Morris, Steve Oster and Sharon Woo.

The program received positive feedback. President of the Northern California chapter, Dave Gastel, said, “Wow, what an interesting platform for learning about our profession.”

Tobin added “It was a delight to be on this panel discussion with so many local industry leaders. Northern California ERA leads the way in hosting educational and networking programs that are best in class.”

The chapter continues to plan networking programs. Visit ncalera.org for upcoming events.

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> Industry Faces Consolidation, Shifting Alliances

By David Mantey, Editorial Director, IEN.com
May 17, 2017 – Source: EDS 2017 Summit Daily

Walter Tobin

Walter E. Tobin is the CEO of the Electronics Representatives Association (ERA). In a new interview, he discusses the current state of the electronics industry, and some of the biggest obstacles that the ERA faces.

David Mantey: What are your thoughts on the current state of the electronics distribution industry?
Walter E. Tobin: The electronics distribution industry is strong. Most, if not all, of [distributors] reported strong sales numbers for Q1 2017. This bears out the strong value proposition that distribution provides in risk mitigation and continuity of supply.

At the same time, distribution is facing manufacturer consolidation and shifting alliances among many of the major manufacturers as they fight for share of mind and try to protect their IP with the end customers.

In some cases, this consolidation has resulted in margin erosion, thus affecting the top line gross profit margins for the channel. Time will tell what affect this may have on the ability to continue to field fully staffed branch offices and field engineering resources.

Mantey: In your opinion, what are the greatest obstacles that reps and manufacturers face?
Tobin: Manufacturer consolidation, tracking global splits, ASP
[average selling price] erosion, and overall declining commission rates are their major obstacles for reps.

Manufacturers’ obstacles include how to rationalize the combined company after a merger, and how to satisfy Wall Street with continued improved EPS [earnings per share] and ROWC [return on working capital].

Mantey: What can be improved? What is working well?
Tobin: The industry needs to work in a more collaborative manner. Reps, distributors, and manufacturers all [need] to show the end customer a strong value proposition. In some cases, this does not happen as often, or as well, as it should

Mantey: How has the industry changed in the last year?
Tobin: Many major manufacturer consolidations have resulted in changes in the channel and rep lineups.

Mantey: What can be done to improve the manufacturer-representative relationship?
Tobin: Reward performance with a fair commission rate, and understand that all of the non-selling activities that are required, like Salesforce.com and other funnel updates, take away valuable selling time. Also, be able to track splits, pay fairly on out of territory sales, and be aware of ASP erosion.

Published with permission from the EDS 2017 Summit Daily, May 17, 2017

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> New thin transparent film could lead to smaller, faster and more powerful electronics

May 9, 2017 – Source: University of Minnesota

According to a recent University of Minnesota story, a team of its researchers have developed a new nano-scale thin film material that could change the landscape for electronics.

The new film has the highest-ever conductivity in its class and could lead to the development of smaller, faster and more powerful electronics, as well as more efficient solar cells.

“The high conductivity and wide bandgap make this an ideal material for making optically transparent conducting films which could be used in a wide variety of electronic devices, including high-power electronics, electronic displays, touch screens and even solar cells in which light needs to pass through the device,” said Bharat Jalana, University of Minnesota chemical engineering and materials science professor and the lead researcher on the study.

Most transparent conductors in electronics use a chemical called indium. Because the price of indium has continued to go up, there has been an effort to find alternative materials. However, the new transparent conducting thin film uses a novel synthesis method.

According to the University of Minnesota, the researchers grew a BaSnO3 thin film (a combination of barium, tin and oxygen, called barium stannate), but replaced elemental tin source with a chemical precursor of tin. The chemical precursor of tin has unique, radical properties that enhanced the chemical reactivity and greatly improved the metal oxide formation process. Both barium and tin are significantly cheaper than indium and are abundantly available.

The research was funded by the National Science Foundation (NSF), Air Force Office of Scientific Research (AFOSR), and U.S. Department of Energy.

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> Infinite Electronics Acquires Kaelus, PolyPhaser, Transtector Systems and RadioWaves

May 9, 2017 – Source: Infinite Electronics, Inc.

Infinite Electronics, Inc., a supplier of engineering-grade wired and wireless connectivity products, announced that it has acquired Smiths Interconnect’s Microwave Telecoms business (SMT) from Smiths Group plc, a London based global technology company.

SMT is comprised of the Kaelus, PolyPhaser, Transtector Systems and RadioWaves brands. Each of these companies have different product offerings deployed in critical communications networks worldwide.

“This acquisition extends Infinite Electronics existing presence in the global telecommunications marketplace by broadening the products, technologies and services Infinite can collectively offer the telecom customer, while also providing attractive sourcing and manufacturing synergies”, said Terry G. Jarnigan, chief executive officer of Infinite Electronics, Inc.

In addition to an improved telecom market presence for Infinite, this acquisition will also provide the SMT companies a unique opportunity to more quickly serve its global customer base with a broader product offering through the adoption of Infinite’s urgent availability service model. Moreover, SMT’s product lines are aligned to support new markets such as defense, medical, and transportation, industries already widely served by Infinite portfolio companies.

“This shared business model provides engineers and technical buyers access to same-day shipment of products as well as highly responsive technical and sales support to address their critical applications,” explained David Quinn, who will lead the wireless telecom business segment for Infinite Electronics.

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> Global Semiconductor Sales in March Up 18.1 Percent Year-to-Year

May 8, 2017 – Source: Semiconductor Industry Association
Article link

Worldwide sales of semiconductors reached $30.9 billion for the month of March 2017, an increase of 18.1 percent compared to the March 2016 total of $26.2 billion, and 1.6 percent more than the February 2017 total of $30.4 billion, according to the Semiconductor Industry Association (SIA).

First quarter sales in 2017 reached $92.6 billion, up 18.1 percent compared to the first quarter of 2016 but down 0.4 percent compared to the last quarter of 2016. All monthly sales numbers are compiled by the World Semiconductor Trade Statistics (WSTS) organization and represent a three-month moving average.

Year-to-year sales increased across all regions: China (26.7 percent), the Americas (21.9 percent), Asia Pacific/All Other (11.9 percent), Europe (11.1 percent), and Japan (10.7 percent). Month-to-month sales increased in Europe (5.0 percent), Japan (3.6 percent), Asia Pacific/All Other (2.9 percent), and China (0.2 percent), but decreased slightly in the Americas (-0.5 percent), SIA reported.

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> Report Predicts Steady Growth for IoT Microcontrollers Market

May 8, 2017 – Source: The Edition Truth
(http://www.editiontruth.com/iot-microcontrollers/)

A new report from Transparency Market Research (TMR) presents a review of the historical trajectory exhibited by the global Internet of Things (IoT) microcontroller market and a detailed assessment of the market‘s present figures. The report is titled “Internet of Things (IOT) Microcontroller Market – Global Industry Analysis, Size, Share, Growth, Trends and Forecast 2016 – 2024.”

According to the Edition of Truth, the rise of IoT has resulted in a steady growth of the global microcontrollers market due to the rise in demand for smart systems that can be embedded in devices along with machine communication capabilities.

The consumer electronics industry has been one of the leading consumers of IoT technology in the last few years and is likely to remain an important consumer in the global IoT microcontrollers market in the coming years, the Edition of Truth reports.

The demand for sophisticated technology in popular devices such as smartphones, tablets, and connected accessories such as smart watches and fitness bands, is likely to drive the adoption of IoT microcontrollers in the coming years.

According to the report, North America is expected to be one of the leading market for IoT microcontrollers in the coming years, due to a steady demand for technologically advanced gadgetry in all forms and the strong presence of several industry leaders. The growing consumer electronics and automotive industries in Asia Pacific could also impact the global IoT microcontrollers market in the coming years.

The report also examines the leading players and competitive dynamics in the global IoT microcontroller market. Key companies examined in the report include Freescale, Texas Instruments, ST Microelectronics, Atmel, and Infineon.

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> ERA President David Norris – Membership collaboration and involvement drive ERA forward

We certainly face many challenges, but we are strongest together, so please raise your hands, get involved and help us drive OUR association forward in ways that serve our members and our industry!

2017 will be an exciting year for ERA, and I feel most fortunate to take over as president during such a dynamic time for our association.

2016 saw a surge in membership as we added 95 new members, increased the ranks of representatives and manufacturers, and welcomed 11 distributors as this new category of membership was introduced. A number of world class distribution organizations joined to demonstrate their support for and belief in the value of manufacturers’ representatives. We thank each new member for their support and look forward to delivering value to all who have joined our ranks.

The rep value
In the upcoming editions of The Representor, you will be seeing a series of articles centered around the theme, “Why Reps?” where manufacturers and distributors will share their perspectives on why and how the manufacturers’ representative model provides value to their organizations.

Often, we talk about articulating the reps’ value proposition and have a task force, in fact, working on data that can be presented to C level executives to help reinforce that value. The articles to follow will use the voice of industry leaders as they share with us why and how they have thrived working with manufacturers’ representatives. Stay tuned for more to follow as we help reinforce that message through the perspectives of some very successful organizations.

Membership collaboration
2017 also will bring greater collaboration and local programming driven by all three of our constituent members. One of our goals this year, and those to follow, is to increase the opportunities for member participation as we grow the deliverables to our membership through involvement by our membership. The best way to serve members of our association is by having members who serve!

Conference Committee
Many thanks to our 2017 Conference Committee who delivered a program rich in valuable content which drew a record crowd to Austin in February. The feedback from attendees has been received and reviewed, and all indications are that we are continuing to develop a strong momentum and delivering real value through our conferences.

ERA also has welcomed both a manufacturer and distributor to its Executive Committee (XCOM) as we’ve expanded the structure of our committee. Ken Bellero of Schaffner and Chris Beeson of Digi-Key joined the XCOM effective in February and already have begun to provide input and guidance to our team. Both Digi-Key and Schaffner are best-in-class examples of organizations that support and value the rep model. We appreciate their willingness to serve and look forward to them helping shape our efforts to move ERA forward.

There is lots in store for 2017 to be sure. The best way for us to succeed together is through the participation of our members. We certainly face many challenges, but we are strongest together, so please raise your hands, get involved and help us drive OUR association forward in ways that serve our members and our industry! We welcome your participation!

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> ERA CEO Walter Tobin – Optimism versus pessimism: Which camp are you in?

Spring 2017
Source: Electronics Representatives Association, The Representor magazine

Along with all of this optimism at the conference, there was a great deal of uncertainty, perhaps even pessimism, about our industry, the political landscape, world affairs, rep commissions, “manufacturers going direct,” the role of field sales and engineers, branch offices, etc.

We just returned from a GREAT 48th ERA Management and Marketing Conference in Austin, Texas, where we experienced RECORD attendance with record first-timers. There was a great “buzz” about ERA and about our industry — so much so, that we will be DOING IT AGAIN in 2018!

The ERA Conference will be back in Austin at the AT&T Conference Center, Feb. 25 -27, 2018, so block out the dates and register early for what is going to be another great conference designed by YOU — our valued ERA member volunteers.

We had more than 60 ERA member volunteers who helped plan the 2017 conference. Do you want to help make 2018 even better? Join the Conference Planning Committee as we put 2018 together!

How do we, or should we try and “balance” both emotions … walk the fine line so to speak between optimism and pessimism? We all need to be open and honest with our organizations, our employees and even ourselves as to what persona we take on and present to the world.

On one hand, we need to run our businesses to the best of our abilities while all of these issues and challenges are coming at us at light speed — if we even see them coming. How many do we miss and have to catch up and address after the fact? On the other hand, we need to be aware of the impact that our persona has on all whom we touch — our families, our “work families,” supplier partners, reps, channel partners and our customers.

If we walk around like the voice of doom, spreading negative vibes to everyone we come into contact with, we impact many folks, perhaps without even knowing it. In some cases, this pessimism may cost us an order, a supplier, a relationship with our rep/channel partner or even a customer! No one likes to hang around or listen to pessimistic folks — they bring even the best of us down.

So, WE decide what camp we are in for 2017. Are we folks who try and overcome what is thrown at them and join the “Make Lemonade out of Lemons” camp, or are we the “Angels of Death” camp that spreads pessimism, fear, uncertainty and doubt to all they touch?

Personally, I want to make lemonade in 2017. At the same time, I am not naïve. These are real and serious issues that we are facing, no question about it. All of us are in the same boat with perhaps a few different versions of the same issue. It is time for us to try and bottle the excitement and esprit de corps that most felt at the conference and USE IT in the real world to address our challenges. We can start by working closer together as ONE INDUSTRY to do what is right for our partners and customers. If we can keep both happy, we will be OK!

Let’s make lots of lemonade in 2017!

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> ERA Elects New Officers for 2017-19 Term

April 20, 2017 – Source: ERA

The Electronic Representatives Association (ERA) has announced that its board of directors elected new national officers for the 2017-19 term during its March 2017 meeting. They are: chairman of the board – Dan Parks, CPMR, of West Electronic Solutions; president – David Norris of Norris and Associates; senior vice president / fiscal and legal – Chuck Tanzola, CPMR, of the Fusion Sourcing Group; senior vice president / education – John O’Brien, CPMR, of Coakley, Boyd and Abbett; senior vice president / membership – Kathie Cahill, CPMR, of Net Sales Company; and senior vice president / industry – Bob Evans, CPMR, of EK Micro.

Evans is a new member of the association’s executive committee. Parks succeeds the outgoing chairman, Paul Nielsen, CPMR, of Brainard-Nielsen Marketing, who concluded 12 years as a national officer. The continuing executive committee members are: Ken Bellero, president of Schaffner EMC Inc., the manufacturer delegate; Chris Beeson, executive vice president of sales and supplier management for Digi-Key Electronics, the distributor delegate; and ERA CEO Walter Tobin, who serves as an ex officio member.

The ERA Board honored Nielsen for his service with the Key Award at the association’s 2017 Conference, held in Austin, Texas, in late February. ERA CEO Walter Tobin commented on Nielsen’s invaluable contribution to the association, “We are deeply grateful to Paul for his 12 years of volunteer service as a national officer and many additional years as a Chicagoland-Wisconsin ERA chapter leader.”

Nielsen is only the 36th recipient of the Key Award in ERA’s 82-year history. He told the conference attendees, “ My time working with ERA is probably the smartest thing I’ve done professionally. I’ve learned a lot and met some great people whom I will count as friends long after my career is over.”

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> EDS All-Industry Breakfast Program to Feature Guest Speaker Dennis Zogbi

April 22, 2017 – Source: ERA

The Electronics Representatives Association (ERA) and the Electronic Components Industry Association (ECIA), the co-sponsors of EDS, have announced that they will again co-host their annual free breakfast program at EDS on Thursday, May 18, 2017. The event’s guest speaker, Paumanok CEO and Founder Dennis Zogbi, will share his insight on lead times; the direction of passive technology and an outlook for the future.

Zogbi is the author of more than 260 market research reports on the worldwide electronic components industry and has extensive industry knowledge and experience.

“Dennis has a pulse on passive components, raw materials, applications, markets, and advanced technology like no one else,” said John Denslinger, ECIA president and CEO.“ In a world dotted by specialists and dominated by volume manufacturers, Dennis is the industry’s resident expert on sourcing, production and use of passive technology.”

ERA CEO Walter Tobin added, “Dennis is a widely published and trusted resource in our industry. We are thrilled to have him as the keynote speaker a tour EDS all-industry breakfast program.”

The event is free to EDS attendees and starts at 6:45 a.m. in the Mirage Hotel’s Events Center. Attendees can register for the program at era.org.

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> Southern California ERA Hosts Its First Tabletop Show Featuring Educational Workshop

May 1, 2017 – Source: ERA

Southern California ERA held its first educational workshop during the chapter’s tabletop show event, held on April 12, 2017. The workshop featured a “ Digital Swap Shop” program presented by Bryan Shirley, CPMR, who offered insight on the best digital technologies used in the industry.

The workshop content was inspired by the 2017 ERA National Conference Breakout Seminar,“ Technology Swap Shop Update 2017: Who’s Using What and How?,” presented by John Hutson, CPMR, of MacInnis Group and Holly Myers, CPMR, of Wallace Electronic Sales.

The event attracted more than 150 registrants and featured 26 tabletop displays. In addition to the workshop program, attendees enjoyed a complimentary lunch, courtesy of Tommy’s Hamburgers.

Southern California ERA expects to replicate this format for future tabletop shows, three to four more times in 2017.

“We had excellent audience participation at the workshop. I know all of us came away with another nugget of wisdom,” said David Berryman, president of Southern California ERA. “ Attendees stated that the show was well worth their time.”

For more information on upcoming Southern California ERA networking events, visit www.erascal.org.

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> ERA Donations Assist Nearly 150 At-Risk Children

May 5, 2017 – Source: ERA

The Electronics Representatives Association (ERA) has announced that two recent donations to the Miracles and Magic Foundation will help support theme park or other special event venue visits by nearly 150 children who are fighting life threatening illnesses. The children’s activities are being provided by A Kid Again, an organization that helps restore some degree of normalcy to the lives of seriously ill children and their families.

The donations were made by the 20+ individual volunteer committee members of the association’s 2017 Management and Marketing Conference in gratitude to the ERA staff and byERA itself as a gift of appreciation to all the conference speakers. The new tradition of making contributions to a charity— replacing the usual presentation of thank you gifts to conference speakers and staff members — began in 2016.

The choice of the recipient of this year’s donations was spurred by a touching story told by conference keynote speaker Jon Petz, who founded the Miracles and Magic Foundation in2002. The foundation generates its income by producing and staging Las Vegas-style shows featuring comedy, magic and illusion, all performed by entertainers who provide their services at no charge. Since 2002, the foundation has raised and dispersed more than $1.5 million to recipients that include, in addition to A Kid Again, the Make A Wish Foundation, the Children’s Miracle Network and many others.

For further details about the Miracles and Magic Foundation, goto miraclesandmagic.com. Information about A Kid Again is available at akidagain.org.

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