- > ‘Toto, I’ve a feeling we’re not in Kansas anymore’
The Representor, Summer 2020
From the Topby Chuck Tanzola, CPMR
The Fusion Sourcing Group Inc.
ERA President
ctanzola@fusionsourcing.comIn the 1939 movie, The Wizard of Oz, Dorothy says to her dog at one point, “Toto, I’ve a feeling we’re not in Kansas anymore.” It’s a phrase that has come to mean that we have stepped …
- > The times they are a-changin’
The Representor, Summer 2020
Executive Commentaryby Walter E. Tobin
ERA CEO
wtobin@era.org
T: 617-901-4088The summer months are upon us. This is usually a time to look forward to getting away from the office and spend more time with the family, to travel to new places, fly on planes, check into hotels or resorts, eat …
- > Exceptional reps never stop working
April, 2020
Source: Electronics Representatives Association – The Representor, Spring 2020, Where Are They Now?I’ve made a discovery! Exceptional reps never stop working! At the very least, that applies to our latest two Where Are They Now? ERA icons as well as many of the others who have already been profiled. …
- > Out of many, one
April, 2020
Source: Electronics Representatives Association – The Representor, Spring 2020, From The Topby Chuck Tanzola, CPMR
The Fusion Sourcing Group Inc.
ERA President
ctanzola@fusionsourcing.comAs I walked through the Syracuse airport for my flight to Austin for the recent ERA Conference, I noticed this familiar phrase emblazoned on the wall: “E Pluribus Unum – …
- > Reps and distributors — our industry’s ‘canaries in the coal mine’
April, 2020
Source: Electronics Representatives Association – The Representor, Spring 2020, Executive Commentaryby Walter E. Tobin
ERA CEO
wtobin@era.org
T: 617-901-4088I promise you that this article will NOT mention the dreaded “you know what” as, frankly, I am sick of seeing EVERY article written or every news story on TV to be about this …
- > Where Are They Now? Jess Harper and Dave McCoy
Source: Electronics Representatives Association, The Representor Winter 2020 – Where Are They Now?
Honoring those who came before us
I have written hundreds of articles, but admittedly, I find it extremely gratifying to write about and recognize those representatives who laid the groundwork for our proud profession. In this issue, I have had the … - > From The Top – It’s 2020 … How’s your vision?
Source: Electronics Representatives Association, The Representor Winter 2020 – From The Top
by Chuck Tanzola, CPMR
The Fusion Sourcing Group Inc.
ERA President
ctanzola@fusionsourcing.com
Each manufacturer, each distributor, each representative and, yes, even each association, must know and understand our unique value proposition, and provide a vision of our value and benefit to the industry daily.
It’s the … - > Executive Commentary – Digging wells and kissing frogs
Source: Electronics Representatives Association, The Representor Winter 2020 – Executive Commentary
by Walter E. Tobin
ERA CEO
wtobin@era.org
T: 617-901-4088The new year, let alone a new decade, tends to bring about a new focus and renewed sense of purpose. As we look within to set the tone for the year, one resolution that I would like …
- > Where Are They Now? Jim Houck Jr. and Russ Diethert
Life after the rep business
Our next two ERA notables are truly amazing men! As an example, when I called Jim Houck, a celebrated second-generation rep from Maryland, his wife said, “Sorry Harry, he’s out playing tennis!” Point being, he’s the same energetic guy at 86 who gets up early every … - > And perhaps the rep …
Source: Electronics Representatives Association, The Representor Fall 2019, From The Top
by Chuck Tanzola, ERA President
The Fusion Sourcing Group Inc.
ctanzola@fusionsourcing.comOur industry is experiencing an ongoing period of accelerating change, disruptive sales technologies and volatile events that have led some over time to diminish the essence, value and distinctive character of
the rep.
Certain … - > Out of change and chaos comes opportunity
Source: Electronics Representatives Association, The Representor Fall 2019, Executive Commentary
by Walter Tobin, ERA CEO
wtobin@era.org
T: 617-901-4088We have experienced change since the formation of the manufacturers’ rep model, the development and formalization of franchise agreements with distribution and the rise of a multitude of electronic component manufacturers.
Our industry is experiencing a lot of … - > Where are they now? Bernard C. Newman, Jr. and Joel Schwartz
Source: Electronics Representatives Association, The Representor Summer 2019, Where are they now?
by Harry Abramson
We did it again!
All of us at The Representor wonder if we could find ERA’s early cornerstones that helped lay the foundation for our proud association. Well, we did!This issue features two of our cherished Hall of …
- > 2019 reflections: ‘Ready, fire, aim’
Source: Electronics Representatives Association, The Representor Summer 2019, Executive Commentary
by Walter E. Tobin
Wow! Where has 2019 gone? Here we are HALF WAY through what was the New Year just a minute ago! Has EDS really come and gone? Did you go? Did you follow up on all of those action …
- > Insights and observations from EDS
Source: Electronics Representatives Association, The Representor Summer 2019, From The Top
by Chuck Tanzola
Did you know that it is against the rules at the Mirage to take pictures of the roulette table while you have a bet placed? Neither did I. But apparently, everybody else at the table did! I guess …
- > Moving ERA forward
Source: Electronics Representatives Association – Representor Spring 2019, From the Top
by Chuck Tanzola
[caption id="attachment_8518" align="alignright" width="150"] Chuck Tanzola, CPMRThe Fusion Sourcing Group Inc.ERA Presidentctanzola@fusionsourcing.com[/caption]
I believe ERA must continue to move forward as an association, facing the inherent challenges in front of us …
Let me begin by thanking the ERA Board of … - > You’re gonna need a bigger boat!
Source: Electronics Representatives Association – Representor Spring 2019, Executive Commentary
by Walter E. Tobin
[caption id="attachment_8095" align="alignleft" width="150"] Walter E. Tobin, ERA CEOwtobin@era.orgT: 617-901-4088[/caption]
All of us at ERA are most appreciative and quite humbled at the resounding turnout at our conference. As we often say, it is YOU, the ERA members, who make … - > Recognizing past industry leaders
Source: Electronics Representatives Association – Representor Winter 2019, Where Are They Now?
by Harry J. Abramson
Founder (Retired)
Electronic Salesmasters Inc.Harry Abramson founded Electronic Salesmasters Inc. in 1972. He established industry notoriety by virtue of his firm’s peak performance, hundreds of articles and speaking appearances at ERA’s national conferences and chapter meetings and sister …
- > How do you manage as a team in today’s environment vs. ‘back in the day’ prevailing individual wisdom?
Source: Electronics Representatives Association – Representor Winter 2019, From The Floor
by Greg Pace
President
Ohmite Manufacturing CompanyGreg Pace is president of Ohmite Manufacturing Company, ARCOL Resistor Company, Ohmite Ceramics Resistor Division, and just wrapped up a two-year assignment as president of Davies Molding Company, all subsidiaries of The Heico Companies LLC of Chicago. …
- > A time for reflection and thanks
Source: Electronics Representatives Association – Representor Winter 2019, From The Top
[caption id="attachment_13705" align="alignleft" width="150"] David NorrisNorris & Associates, Inc.ERA Presidentdnorris@norrisrep.com[/caption]
.
Each year, we have members who step forward and donate their time to produce a first-class event, which sells out every year, in reflection of the value created by the ERA … - > electronica 2018 delivers a truly unique industry event
Source: Electronics Representatives Association – Representor Winter 2019, Executive Commentary
[caption id="attachment_8095" align="alignleft" width="150"] Walter E. Tobin, ERA CEOwtobin@era.orgT: 617-901-4088[/caption]
by Walter E. Tobin
ERA CEOAs you know, electronica runs every two years in Munich, Germany. It was recently held on Nov. 11-14, and YOUR ERA was once again present at the show. …
- > Reflecting on EDS 2018
by David Norris
Norris & Associates, Inc.
ERA President
dnorris@norrisrep.com
As crazy as the week at EDS can be, and it’s as draining as a triathlon, it is an almost unique opportunity to “touch” most of your business partners..
As I write this, we are all recovering from EDS — arguably the most taxing and … - > EDS 2018: Were you there?
by Walter E. Tobin
ERA CEO
wtobin@era.org
T: 617-901-4088The measure of success of any meeting or conference is pretty simple: What is different 30 to 90 days afterward? If nothing changed, it was all a waste of money and the most precious commodity we all have — TIME!
.
All of us are back from … - > From the Top – Bringing value and resources are key to customer access and engagement
by David Norris
Norris & Associates, Inc.
ERA President
dnorris@norrisrep.com
More and more are either outsourced or consolidated to shrinking internal resources. It is the classic story of being asked to do more with less, and in many instances, for less!
..
There’s lots of talk these days about the extinction of the field salesperson. The … - > Executive Commentary – The rock is back at the door!
by Walter E. Tobin, ERA CEO
ERA CEO
wtobin@era.org
T: 617-901-4088When I was wearing a young(er) man’s clothes and was on the road selling electronic components, I would work hard all month to hit my budget. I would track my progress each week with my sales manager to assess my progress …
- > From the Floor – Productive paranoia: Understanding what customers value
by Tom Wichert
Executive Vice President of Sales and Marketing
TDK-Lambda AmericasTom Wichert, executive vice president of sales and marketing at TDK-Lambda Americas, has extensive experience in managing a complex multi-tiered sales channel, as well as executive experience in international and domestic sales. He specializes in strategic relationships, business plans and new product …
