Click to browse Fall 2018 issue …
- Download pdf of Fall 2018 issue
- Cover article – The customer and the supply chain of the future, by Michael Knight
- Feature article – ‘We don’t do that here’ — Protecting your human capital, by Nancye M. Combs
- Someone You Should Know – Steve Karr
- Executive Commentary by Walter Tobin, CEO – Time to take stock — the fall harvest of our entire year’s efforts!
- From the Top by David Norris – Establishing a successful rep-manufacturer relationship
- From The Floor – Planning for disaster improves everyday confidence, by Bill Dull, President, Triad Magnetics
- Legally Speaking by Gerald Newman and Adam Glazer – Good facts and good judge support rep’s claim for breach of the duty of good faith and fair dealing
- The Subject is Taxing by Stan Herzog – Overview of proposed regulations on the 20-percent income reduction
- News Beat
- Marketing Group Digest: Components * Materials, Assembly, Production & Supply
- Business Book Review – The One-Percent Edge: Small Changes That Guarantee Relevance and Build Sustainable Success, by Tom Peters
- Chapter News
Click to browse Summer 2018 issue …
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- Cover article – Looking for talent: Effective tools and strategies to position your company in a competitive market
- Feature article – Three big ways PEOs can help your growing business, by Michael Timmes
- Someone You Should Know – Todd S. McAtee
- Executive Commentary by Walter Tobin, CEO – EDS 2018: Were you there?
- From the Top by David Norris – Reflecting on EDS 2018
- Legally Speaking by Gerald Newman and Leonard J. Gambino – Buying or selling: Key factors for sales rep agency valuation
- The Subject is Taxing by Stan Herzog – 2018 tax rules for salespeople and autos
- Saleswise by Nicki Weiss – All ears: How to sell more through Level 2 listening
- News Beat
- Marketing Group Digest: Components * Materials, Assembly, Production & Supply
- Business Book Review – The One-Percent Edge: Small Changes That Guarantee Relevance and Build Sustainable Success, by Susan Solovic
- Chapter News
Click to browse Spring 2018 issue …
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- Cover article – The value of reps: A renewed look, by Cesare Giammarco and John Simari
- Feature article – Reaching profitable rep interns, by Liz Beerman
- Feature article – ERA’s 49th Management and Marketing Conference delivered many useful tools to attendees
- Someone You Should Know – Greg Thompson, CPMR
- Executive Commentary by Walter Tobin, CEO – The rock is back at the door!
- From the Top by David Norris – Bringing value and resources are key to customer access and engagement
- From the Floor – Productive paranoia: Understanding what customers value, by Tom Wichert Executive Vice President of Sales and Marketing TDK-Lambda Americas
- Off the Shelf – Our industry is transforming. Are you? by Phil Gallagher President, Core Distribution Business, Avnet
- Legally Speaking by Gerald Newman and Adam Glazer – As a public service, rep lawyers offer free advice to principals
- The Subject is Taxing by Stan Herzog – New tax law: Interpreting key changes and their impacts in 2018
- News Beat
- Marketing Group Digest: Components * Materials, Assembly, Production & Supply
- Business Book Review – Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants, by Paul Cherry
- Chapter News
Click to browse Winter 2018 issue …
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- Cover article – 2018 Industry Forecast: ERA Surevy Findings Show Industry Growth This Year
- Feature article – The one percent difference: At 211 degrees, water is hot. At 212 degrees, it boils. So what? By Liz Beerman
- Someone You Should Know – Bill Romick
- Executive Commentary by Walter Tobin, CEO – Adopt a ready, fire, aim mentality in 2018 and fire away
- From the Top by David Norris – Get involved, collaborate and help build a stronger association together
- From the Floor Keep calm and respect sales leads, by David Foster Americas Channel Manager
- Off the Shelf – Connect the selling strategy dots to engage and reward the sales team, by Brian Flynn Vice President of Sales, Sager Electronics
- Legally Speaking by Gerald Newman and Adam Glazer – Sales rep prevents improper termination with rare injunction
- The Subject is Taxing by Stan Herzog – IRS changes — some pointers for the immediate future
- News Beat
- Marketing Group Digest: Components * Materials, Assembly, Production & Supply
- Business Book Review – Find the Fire: Ignite Your Inspiration and Make Work Exciting Again, by Scott Mautz
- Chapter News