Someone You Should Know: Julie Carr

With so many ERA members, it is not easy to get to know every rep, manufacturer and distributor in the business.“Someone You Should Know” is The Representor department that gives readers the chance to learn about fellow ERA members, including how their time is spent both in and out of the office.

Meet Julie Carr, vice president at MacInnis Company, a manufacturers’ rep firm in the New England area. The Representor asked Carr a few questions about her time in the manufacturers’ representative business and her experiences with ERA. Here is what she had to say.

Tell us a little bit about yourself.

The youngest of three children, I was born and raised in Massachusetts and have never lived outside the state. I attended a small Catholic college in Worcester, Mass., where I majored in psychology. After college, I built a career as the distribution manager for MacInnis while balancing the joys and challenges of motherhood. Married and divorced when my son was young, I raised him mostly on my own. He is now 23 years old, preparing to graduate, and without a doubt, he is my greatest accomplishment. Watching him grow into the person he is today has been the most rewarding experience of my life.

How long have you been in the rep business, and how did you become interested in being a rep in the electronics industry?

I am approaching my 30th year with MacInnis Company. Prior to working here, I worked for a small regional New England distributor part time throughout high school and college, which transitioned to a full-time position after graduation. They were acquired by a larger distributor and with that, many changes took place. During that time, one of my mentors recommended me to Norm MacInnis who was looking to expand his inside sales team. That conversation led to my position as the distribution sales manager.

What have you found to be the most rewarding about the rep business?

One of the most rewarding aspects of the rep business is the opportunity to help people every day — whether it is assisting an engineer with a new design, supporting a distributor sales representative in securing an order, helping a manufacturer resolve a logistical challenge or collaborating with a team member on any issue. Making a positive impact and contributing to the success of others is what I love most about my job.

What is something challenging about the rep business that you are hoping you can positively influence over time?

A significant and ongoing challenge within the manufacturers’ representative business, and the electronics industry in total, is the growing talent gap driven by an aging workforce. As many seasoned professionals approach retirement over the next decade, there is an urgent need to attract and retain a new generation of talent to ensure long-term sustainability. Unfortunately, there seems to be limited awareness within higher education about the electronics components high-tech sector and, more specifically, the vital role that manufacturers’ representatives play within it.

Manufacturers’ reps serve as a critical link between suppliers, distribution partners and end customers. We bring technical expertise, market insight and relationship-driven sales strategies to support the growth of our principal partners while adding measurable value to the channel. Despite this, the independent sales model is often misunderstood or overlooked by those unfamiliar with our unique position in the supply chain.

I am deeply committed to addressing this challenge. At both the national and local levels, I have been engaging with peers and industry organizations to explore best practices for raising awareness, creating collegiate outreach programs and improving the visibility of our profession. In New England, we are preparing to host our second next generation networking event, designed to create a sense of community among young professionals in the industry. These events aim to foster peer connections, reduce the sense of isolation that younger employees may feel and reinforce the long-term career potential the rep business offers.

Briefly describe your rep firm. How long has your firm been a member of ERA?

The MacInnis Company was founded by Norman and Ronald MacInnis in 1981, and both worked very hard making it a trusted name in the industry, and I am proud to be a contributor to this legacy that was built on integrity and trust. We proudly partner with top-tier manufacturers that provide innovative solutions to the multitude of customers that make up the dynamic and diverse market that we serve. The synergies between the products that our principals manufacture is the engine that drives one of our greatest values, our ability to multiple line sell. ERA continues to be an indispensable resource for best practices that help us achieve these goals. The MacInnis Company has been an ERA member since its inception. Norm MacInnis strongly believed in the value of the ERA and its contributions to the industry, a commitment we continue to uphold today.

What recent innovations, best practices and/or changes has your firm made?

Our ecosystem is constantly evolving, and as representatives, it is essential that we not only embrace change but also adapt and innovate to remain competitive and relevant. Over the past few years, we have made several significant investments, most importantly in our people and in tools to help us meet this challenge head-on.

As a team, we have refined and continue to enhance our marketing strategy for the MacInnis brand, using digital tools to support and extend the reach of our sales team. We have implemented several systems to capture and analyze data, enabling us to better understand customer behavior, improve engagement and drive new business opportunities for our partners. Additionally, we have expanded our sales force to include a hybrid sales role, which has allowed us to expand our reach and develop deeper, more meaningful relationships across our customer base.

What have you learned and/or what contacts have you made through ERA that have had the greatest positive impacts on you and/or your business?

One of the most valuable lessons I’ve learned through ERA is the power of networking. As sales professionals, building strong connections is essential, and ERA has provided me with the opportunity to meet a diverse range of people from around the world. These interactions have broadened my perspective and helped me grow both personally and professionally.

Through ERA, I have built lasting friendships, gained invaluable mentors and sponsors, and established a network of trusted allies I can turn to for advice and support. The conferences and events ERA offers have introduced me to innovative ideas, best practices and insightful strategies that I have been able to apply to my business, making a meaningful impact on my success.

What are some things you enjoy outside of the workplace?

As I have gained more independence in my journey through motherhood, my love for travel has continued to grow. I truly enjoy discovering new places and experiences. Spending quality time with friends and family remains a top priority, and living near the ocean allows me to make the most of the summer months, often with a psychological thriller in hand at the beach.

During COVID, I discovered a passion for cycling, which I continue, albeit not as regularly as I should, alongside my hot yoga practice. In recent years, giving back to the industry has also become incredibly meaningful to me. I was honored to be part of the inaugural Women in Electronics Conference, which sparked my ongoing involvement both nationally and, until recently, as a co-chapter lead in New England.

For going on a decade, I have been involved with the local ERA New England chapter and last year stepped into the role of President. I also volunteer with national planning events and most recently contributed to the planning of this year’s ECIA conference.

What is one interesting fact people may not know about you?

I have been surrounded by the electronics industry my entire life and am a third-generation member. Both of my grandmothers worked in the industry, one at Cramer Electronics and the other at Analog Devices, while my grandfather was with Raytheon. My mother also built a career in distribution, first with Cramer Electronics and later with Cronin Electronics prior to their acquisition.

Although I never planned to follow in their footsteps, my mother had other ideas. Starting at age 13, I worked off and on for Cronin part-time terminating connectors to fans, filing and answering phones. By the time I graduated college, she had already lined up my first role in telemarketing, setting me on the path that ultimately led to my career as a manufacturers’ representative.