2024 ERA Conference Breakout Sessions
Sessions are listed in alphabetical order by title. Times listed are Central Standard Time.
All sessions are offered TWICE; first on Monday, Feb. 26, and repeated on Tuesday, Feb. 27, EXCEPT for Succession Planning which will be scheduled twice on Monday, Feb. 26 only, and Embrace It: Artificial Intelligence and Your Future which will be scheduled twice on Tuesday, Feb. 27 only.
Artificial Intelligence: Real-World Applications for Field Sales
Monday, Feb. 26 at 9:30 – 10:45 a.m. / Tuesday, Feb. 27 at 12:45 – 2:00 p.m.
Speaker: Matthew Amato, Global Manager, Marketing & Public Relations, IBS Electronics Inc.
Are you ready to augment your sales game? Forget cold calls and cookie-cutter presentations. Dive into the cutting edge of field sales with generative AI. This session unpacks how this revolutionary technology is transforming the game for human-driven sales teams.
In this session, you’ll be exposed to real-world examples of how generative AI is already revolutionizing field sales and practical tips and tools to implement generative AI in your own sales strategy.
Embrace It: Artificial Intelligence and Your Future
Tuesday, Feb. 27 at 9:30 – 10:45 a.m. / Tuesday, Feb. 27 at 2:15 – 3:30 p.m.
Presenter: Sam Richter, CSP, CPAE, Founder/CEO SBR Worldwide LLC, Know More Sales
In this session, AI expert Sam Richter will pull back the curtain on generative AI. Attendees will gain an understanding of why it does what it does. Attendees will also discover some simple tips that they can immediately use to get the most out of ChatGPT, including tools and resources for operations, marketing, and sales. Sam will also discuss some of the ethical considerations to consider as you implement generative AI in your business.
Engineers of Today vs. 5 Years Ago: Are They Getting What They Need from Us?
Monday, Feb. 26 at 1:45 – 3:00 p.m. / Tuesday, Feb. 27 at 9:30 – 10:45 a.m.
Moderator: Steve Cholas, Executive Director Enterprise Solutions, EETech Group
Panelists: Thomas Hayes, Product Owner, Engineer, Bendix Commercial Vehicle Systems LLC; Kevin Payne, Senior Global Category Sourcing Manager, Fortune Brands Innovations Inc.
During this session attendees will have the unprecedented opportunity to hear directly from two engineers on what they are looking for today from salespeople. Framed by data gathered EE Tech, this panel discussion will explore how to bridge the gap between sales and engineering teams and how to create a synergistic partnership that drives mutual success. The session emphasizes the importance listening to the engineer about their needs and understanding how you can best support them. It is not a “one size fits all” world!
How the Digitalization of Product Information Accelerates Customer Engagement
Monday, Feb. 26 at 1:45 – 3:00 p.m. / Tuesday, Feb. 27 at 9:30 – 10:45 a.m.
Moderator: Andrew Schwarz, Western Area Sales Manager, 3Peak
Panelists: Mary Benetti-Condon, Distribution Sales Manager, Bel Fuse; Uwe Knorr, Senior Director Business Development, SamacSys; Maryellen Stack, Director of Marketing Communications, Sager Electronics
Digitizing 2D/3D models, footprints and symbols has become a rapid trend in the electronic component industry, benefiting manufacturers, distributors and representatives. The availability of such design assets is streamlining the sales process facilitating a faster and more efficient design adoption, accelerated customer engagement, unprecedented targeting, and digital traceability. As the industry shifts towards providing assets compatible with a wide range of design tools, ensures that designers and engineers can seamlessly integrate electronic components into their projects.
In this breakout session, we’ll delve into the exciting world of:
- Interactive content: Say goodbye to static pages. We’ll explore AR/VR experiences, 360° product views, and AI-powered chatbots that bring products to life.
- Hyper-personalization: No more one-size-fits-all! We’ll discuss how AI can tailor product information and recommendations to individual customer preferences and purchase history.
- Real-time insights: Gone are the days of lagging data. We’ll showcase tools that provide instant feedback on customer engagement with product info, allowing for real-time optimization.
This session isn’t just about theory. We’ll showcase real-world examples from companies who are revolutionizing product information and reaping the rewards. You’ll leave with actionable insights and practical tips to implement in your own business.
More Than a Salesperson: Developing a Memorable, Trusted Personal Brand
Monday, Feb. 26 at 1:45 – 3:00 p.m. / Tuesday, Feb. 27 at 2:15 – 3:30 p.m.
Speakers: Wendy Covey, CEO & Co-Founder; Morgan Norris, Senior Brand and Content Strategist; TREW Marketing
People want to interact with people, not faceless company brands, and the people representing the company are you – the salesperson. In this session, you will learn how to define, express, and live your personal brand in a way that helps you engage customers. We’ll cover examples of best-in-class personal branding and provide tactical dos and don’ts. By the end of the session, attendees will have a clear understanding and a practical guide for implementing personal branding.
Reach More, Engage Deeper: Digital Tools That Can Amplify Your Tried-and-True Marketing Tactics
Monday, Feb. 26 at 3:15 – 4:30 p.m. / Tuesday, Feb. 27 at 9:30 – 10:45 a.m.
Moderator: Terri Straube, Vice President, Distribution Manager, Straube Associates
Panelists: Lani Chau, Digital Strategist, SJ Associates; Tim Kilfoil, President, JF Kilfoil Company; Zak Nelson, Director of Marketing, ArKco Sale Inc.
This session cracks open the digital toolbox and shows you how to supercharge your traditional sales and marketing with cutting-edge technology. In this fast-paced panel session, we’ll dive into:
- Data-driven insights: Harness the power of analytics to understand customer behavior, predict trends, and personalize your outreach.
- Content that captivates: Craft compelling stories and interactive experiences that engage customers across channels, from print ads to social media.
- Targeted outreach: Refine your lead generation with precision, using digital tools to reach the right people at the right time.
- Amplified reach and engagement: Leverage social media, email marketing, and other digital platforms to exponentially increase your audience and build deeper relationships.
But it’s not just about tools – it’s about strategy. We’ll show you how to integrate digital with your existing efforts to create a cohesive, high-performing sales and marketing machine. Leave this session armed with actionable strategies and the confidence to transform your sales and marketing efforts, outperform your competition in the digital landscape, and build a sustainable future for your business.
Rep 2.0: Future-Proofing Your Manufacturers’ Rep Business
Monday, Feb. 26 at 9:30 – 10:45 a.m. / Tuesday, Feb. 27 at 9:30 – 10:45 a.m.
Moderator: Cesare Giammarco, Consultant, Sales Management Consulting LLC
Panelists: Doug Canterbury, President, Luscombe Engineering; Zach DeVillers, President, Brainard-Nielsen Marketing; Amy Rathsburg, President, Rathsburg Associates
The value proposition of the manufacturers’ rep model has evolved to align with the ever-changing dynamics of the business environment. However, the acceleration of change will continue to be unprecedented globally. Technology, communication, the availability of information through AI, disruptions presented to the supply chain and the needs of the next generation of engineers and purchasing people all need to be satisfied. These dynamics, and many more, have put reps on a path of requiring doing more to drive the growth all while expecting to be fairly compensated for the associated investments.
What will the manufacturers’ rep firm need look like as it adjusts its business model to address the changes required to be “indispensable” for principals and customers today? During this breakout session, a panel of leading manufacturers’ reps will share their approaches and solutions in addressing these challenges.
Strategies for Manufacturers’ Reps on Negotiating Better Contracts with Manufacturers
(Note: this session is only open to manufacturers’ rep attendees)
Monday, Feb. 26 at 1:45 – 3:00 p.m. / Tuesday, Feb. 27 at 2:15 – 3:30 p.m.
Speakers: Adam Glazer, Partner, Schoenberg Finkel Beederman Bell Glazer LLC; Adam Maxwell, Esq., Litigation Attorney, Schoenberg Finkel Beederman Bell Glazer LLC
Do you often feel pressured to accept a bad contract? Are you looking to take your sales negotiation skills to the next level? Look no further than this breakout session where attendees will learn how to negotiate like a pro and become an invaluable asset to your manufacturing company.
During this session, ERA’s expert legal counsel will guide you through the key principles and strategies needed to excel in contract negotiations. Key takeaways will include learning how to develop a robust negotiation strategy that aligns with your goals and values, tips for navigating complex negotiations and building strong relationships and gaining practical strategies to handle difficult negotiations. Whether you’re a seasoned manufacturers’ sales representative or just starting your career, this session will equip you with the necessary tools to confidently negotiate better contracts with your principals.
Succession Planning: Passing Down Key Knowledge, Skills and Abilities – Why It’s Important & How It Works
Monday, Feb. 26 at 1:45 – 3:00 p.m. / Monday, Feb. 26 at 3:15 – 4:30 p.m.
Speaker: Mark Noon, Speaker, Executive Coach, Author; Leadership10
Planning for succession can be a daunting task, and can often feel like predicting the future, but it doesn’t have to be a guessing game. In this breakout session, we’ll delve into proven strategies for identifying, nurturing and transferring key leadership abilities to ensure your company thrives well beyond your time at the helm.
Here’s a glimpse of what attendees can expect to gain from this session:
- Unlocking the talent pool: We’ll explore methods for identifying high-potential individuals within your organization.
- Cultivating future leaders: Learn how to nurture and mentor successors, providing them with the opportunities and challenges they need to hone their skills and gain valuable experience.
- Knowledge transfer bridge: Discover effective ways to transfer key leadership abilities and industry knowledge.
- Building a smooth transition: We’ll discuss strategies for creating a seamless transition to new leadership, ensuring minimal disruption and continued momentum for your company.
Technology Swap Shop: Digital Efficiencies to Help Your Team & Your Customers
Monday, Feb. 26 at 3:15 – 4:30 p.m. / Tuesday, Feb. 27 at 2:15 – 3:30 p.m.
Speakers: John Hutson, CPMR, President, MacInnis Group; Holly Myers, Director, Supplier Marketing and Product Management, Sager Electronics
Tired of the same old sales tools dragging you down? Ditch the dusty demos and join the ultimate sales hack swap shop! In this session, we’ll unleash a treasure trove of hidden digital tools your team (and your customers) will love.
This cutting-edge session’s content is developed from survey responses from a huge cross-section of actual ERA members who are using various tools in their daily sales lives. There will be four main areas that the session will focus on:
- Customer relation management (CRM)
- Collaboration tools
- Data analytics
- Marketing & communications
Join this interactive session where you’ll learn game-changing tricks that boost your productivity and customer success and discover new sales tools and apps that can revolutionize your workflow and enhance customer experiences. Leave this session armed with a bag full of actionable digital tools, and the confidence to conquer your sales goals.
The Kids Are Alright: The Art of Hiring, Training and Retaining Zillenials (Gen Z + Millennial = Zillenial)
Monday, Feb. 26 at 9:30 – 10:45 a.m. / Tuesday, Feb. 27 at 12:45 – 2:00 p.m.
Moderator: Mark Wachtel, President, SJ Associates
Panelist (all from SJ Associates): Ted Batchelder, Field Sales Engineer; Charles Bobby, Field Sales Engineer; Lani Chau, Digital Strategist; Joe Ciolino, Field Sales Engineer; Ava Dunford-Groves, Field Sales Engineer; Ida Greenlee, Field Sales Engineer; Wendy London, Field Sales Engineer; Rashon Lopez, Field Sales Engineer; Ryan Nogueira, Field Sales Engineer; Jennifer Smith, Field Sales Engineer; Jeff Tilley, Field Sales Engineer
Attend this never-before-done breakout session to hear directly from a panel of 11 Zillenials who are currently working, and thriving, at a manufacturers’ sales rep firm, to understand what you need to know about hiring Zillenials and effective practices in training and retaining them. During this session, you’ll hear straight from this group of Zillenials on a range of topics, and answering questions that conference attendees have pre-submitted.
As Millennials and Gen Z now make up 50% of the global workforce, creating a hiring strategy that acknowledges their potential and values their goals is key for businesses looking to achieve growth. It makes good business sense not only to take this large portion of the workforce seriously, but also to acknowledge that they will be essential in attracting customers in their peer group.
Business must adapt their hiring and retention strategies to cater to Zillenials’ unique needs and aspirations. By understanding their mindset, creating purpose-driven cultures, embracing flexibility, providing growth opportunities, and fostering inclusive environments, companies can effectively attract, train and retain Zillennial talent. Investing in the Zillennial workforce today will not only lead to business growth but also ensure relevance and success in the future.
The Evolution of Field Sales: Where Are We Headed?
Monday, Feb. 26 at 3:15 – 4:30 p.m. / Tuesday, Feb. 27 at 12:45 – 2:00 p.m.
Moderator: Bob Gourdeau, Vice President, Sales – Americas, Kyocera AVX
Panelists: Lou Copley, Vice President – Americas Sales, Avnet; Adam Grigor, President, Tech Trek Ltd.; Dawn Manhart, Senior Director, Global Distribution and Marketing, Knowles
The world of sales is changing faster than ever. The days of the “Mad Men” era, with glad-handing and rolodexes, are long gone. Today’s field sales reps need to be agile, marketing and tech-savvy, and data-driven to navigate the ever-evolving landscape. What should we be training our sales organization today so that they are ready for tomorrow, and how can we arm our sales army today to be well prepared for what lies ahead?
In this breakout session, a panel of industry leaders will delve into the major trends shaping the future of field sales, how successful sales teams adapt, and the essential skills for the future field sales rep.
The Eye of the Beholder: How do Customers View Salespeople?
Monday, Feb. 26 at 9:30 – 10:45 a.m. / Tuesday, Feb. 27 at 2:15 – 3:30 p.m.
Speaker: Daniel Litts, President/Owner, Sandler Training
Ever wonder what customers really think when they lock eyes with a salesperson? Is it the glint of a deal closer, or the squint of skepticism? Join us in this breakout session as we peel back the layers of customer perception and uncover the truth about how salespeople are viewed today through the eyes of the customer.
This presentation will address:
- The shifting sands of trust: Building rapport in a digital age.
- From pushers to partners: Evolving expectations for value and collaboration.
- Beyond the stereotype: Shattering outdated perceptions and forging new paths.
- The empathy imperative: Understanding customer needs and exceeding expectations.
Understanding Cybersecurity Threats & How to Protect Your Company
Monday, Feb. 26 at 3:15 – 4:30 p.m. / Tuesday, Feb. 27 at 12:45 – 2:00 p.m.
Speaker: S. Craig Jackson, Jr., Deputy Director, Indiana University Center for Applied Cybersecurity Research
Feeling overwhelmed by cybersecurity threats? You’re not alone. Cyberattacks are on the rise, and even small businesses are becoming prime targets. But don’t panic! In this session, we’ll demystify cybersecurity and equip you with practical steps to protect your company.
Presented by a cybersecurity expert, discussion points will cover:
- Orienting to cybersecurity: terminology, common challenges, myths and mysteries
- Building effective, affordable cybersecurity programs
- Organizational level: programmatic must-do’s for mission alignment, governance, resourcing and control
- Technical/tactical level: prioritizing the most evidence-based, proven controls
This session is designed for small- to medium-sized business owners, managers and employees of all levels who want to understand today’s cybersecurity risks and take control of their company’s digital security.
Unleashing the Power of Data: Best Strategies for Effective Data Sharing and Collaboration in Today’s Electronics Industry
Monday, Feb. 26 at 9:30 – 10:45 a.m. / Tuesday, Feb. 27 at 12:45 – 2:00 p.m.
Moderator: Alan Ahern, President, Crowley Associates
Panelists: Mike Budde Jr., President, Budde Marketing Systems Inc.; Dave Foster, Director of Sales, Ohmite Manufacturing; Peter Heigis, CEO, Metal Cloud; John Mitchell, President, Repfabric; Jeff May, President, Founder, Logix Sales & Marketing; Scott Mayo, Senior Partner, Empowering Systems; Mike Slater, Vice President, Global Business Development, DigiKey
In today’s rapidly evolving electronics industry, data has become the lifeblood of successful businesses. Sales representatives are constantly seeking ways to leverage data to better assist their customers. However, the challenge lies in finding efficient and ethical methods to share and utilize this valuable resource. In this breakout session, a robust panel of industry leaders will explore some of the best strategies for effective data sharing and collaboration in the electronics industry, with a focus on empowering salespeople to help their customers. Areas that will be discussed will include understanding the importance of data, ways to establish a clear data collection processes, ensuring data privacy and security and encouraging collaboration.