Summer 2024

COVER STORY

• Win the hearts and minds of your sales team — Best practices for managing a sales force, by Cameron English, CPMR

FEATURE ARTICLES

• electronica 2024 paves the way for an all-electric society

DEPARTMENTS & COLUMNS

• Someone You Should Know — Shirley Mathew

• Rising Stars — Dylan Yingling

• Welcome, New Members! — ERA’s newest member reps, manufacturers and distributors

• Executive Commentary, by Walter Tobin — Our prices come with parts

• ERA XCOM Digest — Updates on Industry, Education, Distribution, Manufacturing & Membership

• Legally Speaking, by ERA Legal Counsel Adam Glazer — Sales rep prevails “up front” and recovers commissions and overrides

• Tax Matters, by J. Christian Manalli, SFBBG — Buy-sell agreements are a key component for succession planning

• Chapter News — The local activities of the 22 chapters of ERA

• News Beat — Industry and ERA news

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• Classified Ads