- > A riddle, wrapped in a mystery, inside an enigma
FROM THE TOP
by Chuck Tanzola, CPMR
“It’s a riddle wrapped in a mystery inside an enigma…” In an October 1939 radio speech, Winston Churchill used this phrase to describe a situation that was difficult to comprehend. (At the time, he was analyzing the early events of the second war to end …
- > Recovery or reset?
VIEWPOINTS
by John O’Brien, CPMR
Looking back on my experiences at the 2023 EDS show in Las Vegas, I can’t help but wonder if we are in a time of recovery or a reset. Will we recover and reach sales levels we saw for 2020-2022? Were those years anomalies and the demand … - > Tighten your belt and continue to march
EXECUTIVE COMMENTARY
by Walter E. Tobin, ERA CEOSo, how was your EDS? I bet it seems like a lifetime ago…yet it was only in May! We all got home with a folder full of notes and new business cards or QR code-generated contacts. What did we talk about again? Was I …
- > Implementing big goals and ideas
VIEWPOINTS
by John O’Brien[caption id="attachment_28834" align="alignright" width="150"] John O’Brien, CPMRCoakley, Boyd and AbbettERA Chairman of the Boardjobrien@cbane.com[/caption]
Fresh off a record setting 2023 ERA Conference, I find myself wondering how I’m going to implement everything I learned and thought of at this year’s Conference. If you’re anything like me, I have more … - > A view from the top
EXECUTIVE COMMENTARY
By Walter Tobin, ERA CEO[caption id="attachment_36942" align="alignright" width="183"] Walter Tobin, ERA CEO[/caption]
We are back from the 2023 ERA Conference in Austin. It was a great three days. Here are some of my thoughts as I look back on all that went on.
Economy
The economy is strong and there is little, … - > Like déjà vu all over again
FROM THE TOP
by Chuck Tanzola, CPMRChuck Tanzola, CPMR
The Fusion Sourcing Group Inc.
ERA Board President
ctanzola@fusionsourcing.comAs I start writing, I am struck by the feeling that this is “like déjà vu all over again.” Just as I was four years ago, I am truly honored and humbled to have the distinction of …
- > There’s no place like home
VIEWPOINTS
by Chuck Tanzola, CPMRChuck Tanzola, CPMR
The Fusion Sourcing Group Inc.
ERA Chairman of the Board
ctanzola@fusionsourcing.comIn June of 2020, I wrote an article for The Representor entitled, “I Have a Feeling We’re not in Kansas Anymore” in which I chronicled the three periods I thought we would go through as the world faced an …
- > At ERA, it’s full steam ahead
FROM THE TOP
by John O’Brien[caption id="attachment_28834" align="alignright" width="150"] John O’Brien, CPMRCoakley, Boyd and AbbettERA Presidentjobrien@cbane.com[/caption]
With the changing of the calendar, we simultaneously look back on the year that was and forward to the year that will be. 2022 was an interesting year. Constrained supply chain continued to drive customer behaviors. … - > Welcome to the upside-down world!
EXECUTIVE COMMENTARY
By Walter Tobin, ERA CEO[caption id="attachment_34210" align="alignright" width="160"] Walter Tobin[/caption]
Did you watch the Netflix Series “Stranger Things”? (If not, I recommend it.) In this series a strange world called the “Upside Down” is the main theme and plot line – a world that seems to make no sense as … - > We’ve got this!
EXECUTIVE COMMENTARY
By Walter Tobin, ERA CEO[caption id="attachment_34210" align="alignright" width="160"] Walter Tobin[/caption]
Vacations are over and summer is winding down – at least for us in the northern half of North America. Business travel is picking up and customers are beginning to open back up, albeit slowly, as many still prefer video …
- > QBR vs. SPM
FROM THE TOP
by John O’Brien[caption id="attachment_28834" align="alignright" width="150"] John O’Brien, CPMRCoakley, Boyd and AbbettERA Presidentjobrien@cbane.com[/caption]
I’ve always believed you can never know where you’re going until you understand where you’ve been. Today, this is still true, but I also believe in Einstein’s theory: “The definition of insanity is doing the same … - > If I knew then what I know now…
VIEWPOINTS
by Chuck Tanzola, CPMRChuck Tanzola, CPMR
The Fusion Sourcing Group Inc.
ERA Chairman of the Board
ctanzola@fusionsourcing.comHindsight, people say, is 20/20. Two aspects of that statement stick out to me – hindsight (looking back) and 2020 – a year defined of course by the once in a lifetime pandemic that seemingly wouldn’t …
- > Communication is key
FROM THE TOP
[caption id="attachment_28834" align="alignright" width="150"] John O’Brien, CPMRCoakley, Boyd and AbbettERA Presidentjobrien@cbane.com[/caption]by John O’Brien, CPMR
As I was sitting in a colleague’s office, I read a small plaque on his windowsill for the thousandth time. It reads, “Poor performance doesn’t lose lines, lack of communication does.” I left his office … - > Can you teach a new dog old tricks?
VIEWPOINTS
[caption id="attachment_28847" align="alignright" width="150"] Chuck Tanzola, CPMRThe Fusion Sourcing Group Inc.ERA Chairman of the Boardctanzola@fusionsourcing.com[/caption]by Chuck Tanzola, CPMR
Since my last column, I can report that I have successfully traveled to and returned from the EDS Summit in Las Vegas without the burden of any further “lost my wedding ring” incidents; … - > So, what’s next coach?
EXECUTIVE COMMENTARY
[caption id="attachment_34210" align="alignright" width="160"] Walter Tobin[/caption]by Walter E. Tobin, ERA CEO
So here we are, in the middle of summer, back from the excitement of EDS. Our business cards filed, action items done and followed up on, perhaps more than once. We reconnected with old friends on follow up emails …
- > Focusing on marketing programs to drive new opportunities and continued growth
FROM THE TOP
[caption id="attachment_28834" align="alignright" width="150"] John O’Brien, CPMRCoakley, Boyd and AbbettERA Presidentjobrien@cbane.com[/caption]by John O’Brien, CPMR
We keep hearing that companies are opening back up, but what does it really mean for us as reps and salespeople? Are we going to be able to return to our standing weekly visits to … - > We did it…and now we are doing it again!
EXECUTIVE COMMENTARY
[caption id="attachment_8095" align="alignright" width="150"] Walter E. Tobin, ERA CEOwtobin@era.orgT: 617-901-4088[/caption]by Walter E. Tobin
Can you imagine packing a suitcase full of your best “business costumes?” (Now where did I put that blue blazer??? I bet I will be the only one wearing one…) Where is my Global Entry Card? Do …
- > Have we come full circle?
VIEWPOINTS
[caption id="attachment_28847" align="alignright" width="150"] Chuck Tanzola, CPMRThe Fusion Sourcing Group Inc.ERA Chairman of the Boardctanzola@fusionsourcing.com[/caption]by Chuck Tanzola, CPMR
Tuesday evening, February 25, 2020 – A record-setting ERA Management Conference has just concluded and I’m joining a group for a celebratory dinner honoring the inaugural recipient and namesake of the Tobin Bridge Award when … - > Trends in Proposed Contracts: Representative Viewpoint
VIEWPOINTS – The Representor, Winter 2022
[caption id="attachment_28847" align="alignright" width="150"] Chuck Tanzola, CPMRThe Fusion Sourcing Group Inc.ERA Chairman of the Boardctanzola@fusionsourcing.com[/caption]by Chuck Tanzola, CPMR
(Foreword note: One of the observations I wrote about in my last article (“I Think, I Think”) was pandemic fatigue. Sadly, I could write about that again, but …
- > Pushing Forward New Initiatives in the New Year
FROM THE TOP – The Representor, Winter 2022
[caption id="attachment_28834" align="alignright" width="150"] John O’Brien, CPMRCoakley, Boyd and AbbettERA Presidentjobrien@cbane.com[/caption]by John O’Brien, CPMR
A lot of times in a new year article, I would take time to look back on everything we’ve been through in the previous year. However, I think enough has …
- > What a great year 2021 was … “Wait What?”
EXECUTIVE COMMENTARY – The Representor, Winter 2022
[caption id="attachment_8095" align="alignright" width="150"] Walter E. Tobin, ERA CEOwtobin@era.orgT: 617-901-4088[/caption]by Walter E. Tobin
No, the above title was not a typo – and I have not [yet] lost my marbles.
Allow me to put aside the tragedy of the sickness and death caused by COVID. With …
- > I think I think …
VIEWPOINTS – The Representor, FALL 2021
by Chuck Tanzola, CPMR
The Fusion Sourcing Group Inc.
ERA Chairman of the Board
ctanzola@fusionsourcing.comThe leaves are starting to change color, my trip to the office is taking a little longer as I follow frequently stopping school busses along the way, and despite highly researched draft strategies, my …
- > Lessons learned through Covid-19
FROM THE TOP – The Representor, FALL 2021
by John O’Brien, CPMR
Coakley, Boyd and Abbett
ERA President
jobrien@cbane.com
We are entering a world of blended sales where the virtual calls augment our face-to-face meetings, where speed and accuracy are keys to our customers’ success, and where preparation will be paramount to capturing the attention … - > Damn the torpedoes! Full speed ahead … safely
EXECUTIVE COMMENTARY – The Representor, FALL 2021
by Walter E. Tobin
ERA CEO
wtobin@era.org
T: 617-901-4088Like most of us, we are all just “over this.” We are ready to put behind us the many restrictions around masks, social distancing, fist bumps, elbow bumps, vaccination cards, talk of booster shots and on and on.
Don’t get …
- > A very special trade association
OBSERVATIONS & REFLECTIONS – The Representor, Spring 2021
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 trade association MANA. …
