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> Quick Connections – January 2023, Vol. 1

January 2023, Volume 1

MANUFACTURING DATA REPORTS

Manufacturing data reports from the Institute for Supply Management (ISM) are released at the beginning of every month and can be accessed at ISM. The latest report says economic activity in the manufacturing sector contracted in December 2022 for the second consecutive month following a 29-month period of growth.

Both the electrical equipment, appliances and components sector, as well as the computer and electronic products sector, reported contraction in December 2022. Read the full report.

INDUSTRY NEWS

> Former Vice President Mike Pence will address the National Association of Wholesaler-Distributors (NAW) Executive Summit 2023 at the end of January, and share insights on the global and domestic realities ahead for North American businesses, the U.S. economy, the supply chain and more. Read more.

> Why distributors are at risk of manufacturers “going direct” – and what to do about it, from Industrial Distribution magazine. Read more.

> Four ways to beat defense electronics supply challenges. Read more.

ERA NEWS

> Breakout session titles and topics have been announced for the 2023 ERA Conference! The content for these 15 Breakout Sessions have been carefully crafted by Conference volunteer committees for the past several months. The education and insights gained will not disappoint! Each session will be offered twice, which allows attendees to attend six individual sessions over two days. Registration for breakout sessions will open in a few short weeks. View the Session titles, descriptions and presenters here.

> It is time once again to honor an individual who has made significant contributions to promoting, protecting and improving the professional field sales (rep) function within a company, territory, marketplace, the industry or ERA. Submit your nominations for the 2022 Ray Hall Spirit Award online by January 20. Read more about the award.

> It is also time once again to honor the ERA Chapter of the Year at the upcoming conference in Austin! Please share one or more of your chapter’s successful events, projects or activities with your fellow members. Now is the time to brag about your chapter’s accomplishments! Submit Chapter of the Year entries HERE by February 3.

> The ERA White Pin Internship program application deadline is Feb. 26, 2023. Get those applications in! This program offers a manufacturers’ rep a chance to hire a rising college junior or senior as a summer intern. This is a fantastic opportunity for the intern to gain hands-on experience in the electronic component sales industry AND a great chance for rep companies to train and teach a potential hire. Read more about the program and apply today!

FOR YOUR CALENDAR

Click here to browse the searchable ERA Industry Calendar and ERA Chapter Events listings!

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> ERA Quick Connections – December, Vol. 2

December 2022, Volume 2

MONTHLY POS REPORTS

Budde Marketing, which provides monthly POS Index reports to ERA members, issued its latest summary, running from January 2020 through October 2022. The index now includes more than 125 manufacturers. View the latest index.

October of 2022 was down from the previous five months, but still up by over 9 percent when comparing it to October of 2021. 2022 is at a run rate of 21 percent ahead of 2021. Of course, the beginning of last year was still in the throes of COVID-19 and reflected slower POS activity. We anticipate a good finish for the year; however, the last three months of 2022 will show a trend for POS activity moving into 2023.

For details on Budde Marketing’s services, visit BuddeMarketing.com.

INDUSTRY NEWS

> Even as inflation shows signs of easing, the Federal Reserve raised rates for the seventh time this year by another half of a percentage point. Read more.

> The semiconductor shortage: How did we get here? A2 Global Electronics summarizes these issues in one succinct timeline.

> Apple CEO Tim Cook announced that his company would be purchasing U.S.-made microchip processors from an Arizona factory owned and operated by Taiwanese company TSMC. Read more.

ERA NEWS

> ERA is pleased and honored to announce that Michael J. Long, executive chairman of Arrow Electronics, Inc. has been named the 2023 recipient of the ERA Lifetime Achievement Award. The award will be presented to Long at February’s ERA Conference in Austin, Texas, in recognition of his service to the electronics industry, manufacturers’ representatives and ERA. The Lifetime Achievement Award was created to recognize individuals who play an integral role in supporting the manufacturers’ representative model in the electronics industry. Read more.

> The 2023 ERA Conference General Session Committee has announced the Day Two general session speakers for the Conference in February. Cheryl Cran and Michael Knight will present on Tuesday, Feb. 28 – read more about these speakers and their Conference presentations here. View the preliminary Conference schedule of events.

> The ERA White Pin Internship program application deadline is Feb. 26, 2023. Get those applications in! Subsidized by the White Pin group and ERA, this program offers a manufacturers’ rep a chance to hire a rising college junior or senior as a summer intern. This is a fantastic opportunity for the intern to gain hands-on experience in the electronic component sales industry AND a great chance for rep companies to train and teach a potential hire. Read more about the program and apply today!

FOR YOUR CALENDAR

Click here to browse the searchable ERA Industry Calendar and ERA Chapter Events listings!

 

 

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> Michael J. Long of Arrow Electronics Named Recipient of the ERA Lifetime Achievement Award

The Electronics Representatives Association (ERA) is pleased and honored to announce that Michael J. Long, executive chairman of Arrow Electronics, Inc. has been named the 2023 recipient of the ERA Lifetime Achievement Award.

Mike Long

The award will be presented to Long at February’s ERA Conference in Austin, Texas, in recognition of his service to the electronics industry, manufacturers’ representatives and ERA.

The Lifetime Achievement Award was created to recognize individuals who play an integral role in supporting the manufacturers’ representative model in the electronics industry.

Long is currently the executive chairman of Arrow Electronics; between 2009-2022, he served as chairman, president and chief executive officer. Before that, he was Arrow’s president and chief operating officer with responsibility for all of the company’s operations and business units.

Long joined Arrow in 1991 when the company merged with Schweber Electronics, where he had held various leadership roles from 1983 to 1990. In 1994, Long was named president of Capstone Electronics, an Arrow company, and from 1995 to 1999, he was president of Gates/Arrow Distributing. From 1998 to 2005, Long was president and COO of Arrow North American Computer Products (now Arrow’s enterprise computing solutions business). He also served as president of Arrow’s global components business. Long was named one of Computer Reseller News’ “Top 25 Executives” in 2002 and 2004.

Long holds a bachelor’s degree in business administration from the University of Wisconsin and attended the Milwaukee School of Engineering. He is active in the Young Presidents’ Organization, a global peer networking group. He serves on the boards of AmerisourceBergen, UCHealth and The National Western Stock Show.

“Mike has guided Arrow throughout his career with a steady hand, always looking to take the company into new and exciting areas,” said Walter Tobin, CEO of ERA. “His great passion for the business and can-do attitude have resulted in both tremendous revenue growth and thousands of career opportunities for the company’s 20,000-plus employees. ERA is proud to bestow this award upon Mike at ERA’s annual conference.”

Long said, “I am honored to receive the ERA Lifetime Achievement Award as I am privileged to be a part of this industry for a long time and believe in the ERA’s mission to further advance this industry. I work on behalf of Arrow, our suppliers, customers, employees, and the members of this industry. Receiving this award is both rewarding and humbling.”  

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> ERA Announces 2023 ERA Conference Day Two General Session Speakers

The Electronics Representatives Association (ERA) is pleased to announce that Cheryl Cran and Michael Knight will be the general session speakers on the second day of the 2023 ERA Conference, which will be held Feb. 26-28, 2023, at the AT&T Conference Center in Austin, Texas.

Cheryl Cran

 

Cheryl Cran, founder of NextMapping™ and NextMapping.com and author of her newest book Super.Crucial.Human, will present the morning session on Tuesday, February 28. In her presentation, entitled “The Future of Leadership (Hint: It’s Human!),” Cran will share research on why it’s a workers’ market until at least 2030 and what that means for companies now and in the future. She will present research about into the “future of all things” including worker mindsets, social trends and technology innovation; a model on how to recognize where you and your team are in regards to the “change cycle;” the “me-to-we” mindset model and why it’s crucial to connect human-to-human and to lead change; ideas and insight into how to attract and retain today’s workers; and strategies on how to navigate and create the future based on patterns and new behaviors.

“The ERA general sessions planning committee is proud to announce this energetic and entertaining general sessions speaker, Cheryl Cran,” said Joe Braun, CPMR, partner at EK Micro, and General Session Committee co-chair. “Cheryl is an award-winning speaker and expert in leadership, culture change, the future of work and being effective and efficient at adapting as a leader. We look forward to Cheryl sharing her expertise and insight, and providing us all with some actionable takeaways.”

Cran has authored 10 books and was rated #1 Future of Work influencer by Onalytic. Read more about her career and expertise.

Michael Knight

 

Michael Knight, returning to present for the sixth time at the ERA conference, will present the closing afternoon session on Tuesday, Feb. 28.

The perennial attendee favorite will present “Technology Drivers for 2023 and Beyond,” where he will share his insights on the 20 technologies driving the 2020s and how the supply chain, political and economic environment will influence these technologies, as well as be influenced by them.

Knight was named president and chief executive officer of Endries International in November 2022 and before that held various leadership positions at TTI, Inc., for 18 years.

“We are honored to welcome Michael Knight back to the stage to share his incomparable industry insights,” said Amy Rooney, director, global accounts at RFMW Ltd., and General Session Committee co-chair. “Michael’s diverse industry experience, endless curiosity and growth mindset uniquely position him to identify and comprehend industry trends and articulate those trends in a way that is digestible to a wide audience. We look forward to hearing Michael’s thoughts on the current market and projections for big ideas moving forward!”

The 2023 ERA Conference is an educational and networking event that offers the only opportunity for electronics industry reps, manufacturers and distributors to learn together from many experts in an environment dedicated to sharing proven best practices in field sales and marketing. Complete with keynote speakers, breakout sessions and networking events, this do-not-miss event offers a collaborative and energetic environment where all attendees can learn, connect and grow.

Read more information about the Conference and register.

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> ERA Quick Connections – December, Vol. 1

December 2022, Volume 1

MANUFACTURING DATA REPORTS

Manufacturing data reports from the Institute for Supply Management (ISM) are released at the beginning of every month and can be accessed at ISM. The latest report says economic activity in the manufacturing sector contracted in November for the first time since May 2020, after 29 consecutive months of growth.

Both the electrical equipment, appliances and components sector, as well as the computer and electronic products sector, reported contraction in November. Read the full report.

INDUSTRY NEWS

> In order to reach and expand beyond your current customer base, you need to understand your non-customer base better. Salesforce calls this adopting a “blue-ocean” perspective. Read more.

> Is now the right time to buy electronic components? The case for long-term planning and forecasting. Read more.

> The founder and CEO of a start-up is trying to make the case for better battery technology to serve an industry where electrification hasn’t gone yet – flight. Read more.

ERA NEWS

> The general session speakers for the first day of the 2023 ERA Conference have been announced! Back by popular demand, attendee favorite Bernard Baumohl, chief economist for The Economic Outlook Group, will present “Navigating Through Economic Uncertainty” on Monday morning, Feb. 27. Chris McChesney, author of the best-selling book “The 4 Disciplines of Execution,” will present the Monday afternoon general session and discuss executing strategy amidst numerous competing priorities and distractions. For more information about these exciting speakers and their presentations, read the full press release.

> Save big on suites and meeting space at EDS 2023 with Early Bird registration! If you’re planning to rent space at the Mirage, you may register for EDS 2023 before January 1, 2023, and your space will cost the same as it did for EDS 2022. This could save you hundreds of dollars! To qualify for these savings, you’ll need to pay your registration in full before January 1, 2023. ERA members enjoy significant savings on EDS registration fees and space rentals. Contact info@edssummit.com to reserve your space now. Early Bird registration is now open for companies renting space only. Full registration (attendees) will open in January 2023. More information will follow, so please white-list communications from info@edssummit.com.      

> It is time once again to honor ERA rep members who have dedicated exceptional time and effort to ERA and its mission. Submit your nominations for the 2022 Jess Spoonts Award online by Monday, December 19. Read more about the award and scholarship and view past winners.

> The ERA White Pin Internship program is now accepting applications for Summer of 2023! Subsidized by the White Pin group and ERA, this program offers an ERA rep member a chance to hire a rising college junior or senior as a summer intern. This is a fantastic opportunity for the intern to gain hands-on experience in the electronic component sales industry AND a great chance for rep companies to train and teach a potential hire. Read more about the program and apply today!

FOR YOUR CALENDAR

Click here to browse the searchable ERA Industry Calendar and ERA Chapter Events listings!

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> ERA Announces Day One General Session Speakers for 2023 Conference

The general session speakers for the first day of the 2023 ERA Conference have been announced!

  • Back by popular demand for the third year in a row, attendee favorite Bernard Baumohl, chief economist for The Economic Outlook Group, will present “Navigating Through Economic Uncertainty” on Monday morning, Feb. 27.
  • Chris McChesney, author of the best-selling book “The 4 Disciplines of Execution,” will present the Monday afternoon general session. McChesney’s presentation will dive into the universal challenges for leaders of organizations who are trying to execute strategy amidst numerous competing priorities and distractions.

For more information about these exciting speakers and their presentations, read the full press release.

Enjoy a snippet from Chris McChesney below where he shares his excitement to help attendees “move on and move beyond” at the Conference!

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> Apply Today: ERA’s White Pin Internship Program

ERA’s White Pin Internship Program is Now Accepting Applications for 2023

The ERA White Pin Internship Program is now accepting applications for Summer 2023!

This internship program offers a manufacturer’s rep (who is an ERA member) a chance to hire a rising college junior or senior as a summer intern with the opportunity to have ERA and the White Pin group subsidize two-thirds of the internship cost.

This is a fantastic opportunity for the intern to gain hands-on experience in the electronic component sales industry AND a great chance for rep companies to train and teach a potential hire, keeping the industry fresh and relevant – with ERA help and support along the way.

HOW TO APPLY:

  • ERA Member Rep Firms who are interested in the program are encouraged to contact local college and university placement offices, and work with ERA to create and promote an intern job posting. Rep companies need to submit an application to qualify for the subsidy. APPLY TODAY!

A total of three internship monetary awards will be given out in 2023 – one from the Central, East and West regions of North America. The deadline to apply is February 26, 2023.

Listen to Cameron English, CPMR, president of English Technical Sales, talk about how he found an intern for the summer of 2022 and how the intern was a strategic value-add to his company by assisting with digital marketing efforts.

 

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> Meridith Elliott Powell Selected as Keynote Speaker at 2023 ERA Conference

The Electronics Representatives Association (ERA) is pleased to announce that Meridith Elliott Powell, award-winning author, speaker and business strategist, will be the keynote speaker at the 2023 ERA Conference, which will take place Feb. 26-28 at the AT&T Conference Center in Austin, Texas.

Powell will open the 2023 Conference program on Monday morning, Feb. 27, with her presentation “THRIVE: Turn Uncertainty into your Competitive Advantage.”

With a background in corporate sales and leadership, Powell’s career expands over several industries including banking, healthcare and finance. She has worked her way up from an entry-level position to earn her seat at the C-Suite table. She is a Certified Speaking Professional – a designation held by less than 12 percent of professional speakers – a member of the prestigious Forbes Coaching Council and was recently inducted into the National Speaker Association’s Hall of Fame. Powell was voted one of the Top 15 Business Growth Experts to watch by Currency Fair.

Powell’s keynote presentation will motivate your organization to make a plan to take these unprecedented times and an ever-changing, uncertain business landscape and turn them into an opportunity to thrive and grow. She will share the code, secret and exact ingredients for the plan you need to put yourself in the driver’s seat and in control in the face of uncertainty.

Conference Keynote Sub-Committee co-chairs Jeff May, President, Logix Sales and Marketing, and Tom Wichert, Executive VP Sales and Marketing for TDK Lambda-Americas, commented on the selection of Powell to present as keynote speaker.

“In step with this year’s conference theme of ‘Moving On, Moving Beyond,’ Meridith’s visionary message will provide valuable strategic insight to guide our electronics industry into the future,” said May.

“Meridith will present a plan to help us thrive through uncertainty and transform our challenges into a competitive advantage,” said Wichert. “She is a sales strategist, leadership expert, consultant and award-winning author and we’re thrilled to have her share her knowledge with Conference attendees.”

ERA thanks the entire 2023 ERA Conference Keynote subcommittee for their time and dedication in reviewing keynote candidates and making a selection.

For more information about the Conference and to register, visit: https://era.org/era-events/era-conference/.

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> ERA Quick Connections – Nov. 2022, Vol. 1

November 2022, Volume 1

MANUFACTURING DATA REPORTS

Manufacturing data reports from the Institute for Supply Management (ISM) are released at the beginning of every month and can be accessed at ISM. The latest report says economic activity in the manufacturing sector grew in October, with the overall economy achieving a 29th consecutive month of growth.

ISM reports that the U.S. manufacturing sector continues to expand, but at the lowest rate since the pandemic recovery began.

The electrical equipment, appliances and components sector reported growth in October compared to September. The computer and electronic products sector reported contraction in October compared to September. Read the full report.

INDUSTRY NEWS

> Is or isn’t the U.S. in a recession? Is an economic recession the alarm bell it once was? Read some thoughts from Michael Knight of TTI.

> Apple Co.’s hope for record sales in the 4th quarter will be diminished by COVID outbreaks and subsequent restrictions in assembly facilities in Zhengzhou, China. Read more.

> Why some of your salespeople are dragging – and how to fix it, from the Harvard Business Review. Read more.

> Is your company effective in communicating with and engaging customers via digital marketing and media? Utilize this technology to your advantage. Read more.

ERA NEWS

> ERA is proud to announce the 2022 Chapter Officer Leadership Training (COLT) graduates! Over a three-day period, COLT attendees learned best practices for planning various programs for their local chapters, and exchanged ideas and connected with other chapter leaders. “Learning from the collective experiences of other chapters is priceless,” said Cameron English, CPMR, dean of COLT. Read the full press release.

> The Fall issue of The Representor is live! In this issue you won’t want to miss the cover story on leadership skills by Sannah Vinding; the Executive Commentary column by Walter Tobin; the Someone You Should Know Q&A featuring Brooks Mattice, CPMR; the Legally Speaking column; new members, chapter news and more! Read the full digital issue.

> Be sure to reserve your hotel reservations and register for the 2023 ERA Conference in Austin, Texas, from Feb. 26-28. ERA’s hotel room block is selling out quickly!

FOR YOUR CALENDAR

Click here to browse the searchable ERA Industry Calendar and ERA Chapter Events listings!

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> ERA Announces 2022 COLT Graduates

The Electronics Representatives Association announces the latest graduates of its 2022 Chapter Officer Leadership Training (COLT) program, held virtually from Nov. 4-6, 2022.

COLT is an annual instruction program designed to offer practical knowledge, tips and ERA insider information on chapter management and planning tactics to help chapter leaders meet the challenges of serving as volunteer leaders.

The program is coordinated by Cameron English, CPMR, of English Technical Sales; Walter Tobin, CEO of ERA; and Erin Collins, ERA Director of Events.

COLT was held virtually for the second time and featured three days of interactive training. Nine chapter leaders attended the event, which included opening remarks by Phil Gallagher, CEO of Avnet; a COLT online manual review; a walk-through of the ERA website; mock chapter event planning workshops; a Q&A with a current chapter leader; and a presentation by ERA’s legal counsel Gerald Newman of SFBBG, LLC.

Over a three-day period, COLT attendees learned best practices for planning programming for their local chapters, and exchanged ideas and connected with other chapter leaders.

“The highlight of COLT 2022 for me was the quality of the attendees,” said the dean of COLT, Cameron English. “ERA members sent their presidents and BOD members, and the range of very active to need-to-get active chapters brought an interesting perspective. There was great discussion on what is working and what we can do more of to build viability across the North American market segments.”

“I believe the shared perspective and gathering of all participants’ viewpoints and experience is the best part of COLT,” continued English. “Perspective about why the chapters are important, how they need to be developed, what resources are available, and practical and tactical ideas for venues and events. Learning from the collective experiences of other chapters is priceless.”

“COLT 2022 was a huge success,” said Tobin. “Representatives from five chapters took the opportunity to learn from each other and connect over the challenge of driving up chapter activity. The heart and soul of ERA rests in the chapter-field structure – it is where it all happens. We need strong chapter leaders to continue to drive strong chapter activity.”

ERA congratulates the following ERA Chapter Leaders for completing the 2022 COLT program:

  • Patrick Coyne, SennTec-MacInnis – Empire State Chapter
  • Tom Cullinan, Brandel-Stephens Co. – Florida Sunshine Chapter
  • Shane Recicar, CBC Electronics – Florida Sunshine Chapter
  • Mike Walsh, Coakley, Boyd and Abbett – New England Chapter
  • Bryan White, CPMR, Catalyst Unity Solutions – Ohio Chapter
  • Michael McCaig, Luscombe Engineering – Southern California Chapter
  • Andrea Pacholek, Southern California ERA
  • Gary Smith, CPMR, G.L. Smith Associates – Southern California Chapter

Chapter leaders who completed COLT this year will receive one (per chapter) complimentary registration for the 2023 ERA Conference, which will take place Feb. 26-28, 2023, in Austin, Texas. 

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> The Fall issue of The Representor is now live!

The Fall issue of The Representor is out and you won’t want to miss it!

In this issue, you won’t want to miss:

Plus, XCOM committee columns, chapter news, new member listings and more!

View the digital flipbook.

View the interactive PDF.

Subscribe and get the print version.

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> ERA Quick Connections – October 2022, Vol. 2

October 2022, Volume 2

Showcase your company in front of 3,500 industry members! Find out more.

MONTHLY POS REPORTS

August of 2022 shows yet another extremely strong month in POS activity; it’s a full 25 percent ahead of the same month last year. This year is showing absolutely no sign of a slowdown as we are two-thirds of the way into 2022.

The last four months show an increase of more than nine percent when being compared to the first four months of the year. Continued growth has been evident and actually record-setting over the past several months. The question remains: when will this trend begin to slow down?

Our opinion is that POS will continue to be strong for the balance of 2022. Manufacturers are continuing to add inventory in anticipation of a future downturn but at this time there is no evidence of a slowing of POS activity. Over 85 percent of the companies that we are using to create our POS Index are up for the year, many of them substantially.

INDUSTRY NEWS

> How to store electronic components: it may sound basic, but avoiding failure is crucial to a smooth operation. Learn about storage guidelines, climate control and how automation can help. Read more.

> Are semiconductors finally becoming easier to find? Read more.

> EE Times asked two design engineers how the recently passed CHIPS Act will affect their work and the industry. Read what they said.

ERA NEWS

> There’s still time to register for Chapter Officer Leadership Training (COLT) on Nov. 2-4! COLT Training gives chapter leaders valuable tools and ideas to take their local ERA chapter to the next level of activity and excitement. This training is done in a virtual, live format and is free for ERA members. It is also a great way to meet other chapter leaders. Sign up today! The deadline to register is Monday, Oct. 31.

> ERA is proud to be counted among the many exhibitors that will attend electronica 2022, the premier international electronics industry trade show and conference that will bring together companies from more than 50 countries from Nov. 15-18 in Munich. ERA’s booth will be located at Hall B4, stand 178 – please stop by, say hello, charge your electronics and use our wi-fi! Read more.

> ERA offers digital advertising opportunities both in this Quick Connections e-newsletter and on its homepage, era.org. Showcase your company in front of thousands of electronics industry readers! Read more about digital ad opportunities with ERA.

> Be sure to reserve your hotel reservations and register for the 2023 ERA Conference in Austin, Texas, from Feb. 26-28. ERA’s hotel room block is selling out quickly!

FOR YOUR CALENDAR

Click here to browse the searchable ERA Industry Calendar and ERA Chapter Events listings!

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> We’ve got this!

EXECUTIVE COMMENTARY

By Walter Tobin, ERA CEO

Walter Tobin

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 conferencing. We find ourselves getting back into a bit of cadence, yet still balancing work-from-home challenges. We are returning to the office a few days a week. (Where did I put my favorite coffee cup?) Is this the new normal or the new abnormal that everyone has been talking about for the past three-plus years?

Actually, I think we have already been living our new business lives for the past 12 months or so; we just did not know it, nor did our customers, channel partners, manufacturers or reps.

So, what now?

For many of us, we have already “skated to where the puck is now” and have become more comfortable with this new cadence: balancing video calls, which as we all know by now are face-to-face, with in-person visits; trying to accommodate visits from our manufacturers into the territory to get some sort of audience with customers and channel partners; and trying to schedule multiperson sales calls with some of the attendees not in-person but on video. Is it easier to schedule calls or meetings now than pre-you-know-what?

I promised myself and you to never again say or type the word: “COVID-19” or “pandemic” again. That is the last time you will see or hear these dreaded words from me again. Yet, has this gone away? Have we gotten used to it? (No politics here at all.) Have we just decided to get boosted and live our lives? I think so. Very few masks are being seen – perhaps we have all turned the page…

We have survived, and perhaps even thrived, through allocation and now into inflation…perhaps heading into a recession? Gosh, what else can get thrown at us? I say, bring it on!

What is that saying? “What does not kill you only makes you stronger.”

My sense is that all of us are ending 2022 stronger; our organizations are stronger, the relationships that we have with our employees are stronger, the relationships with our customers are stronger, the rep model has not only survived but thrived. We have all learned who we can rely on to help us manage our companies, our “book of business,” and our business and personal relationships.

Who would have thought that we would ever allow employees to work from home two to five days per week? When did we ever think that our customers key engineering and procurement contacts would no longer work at the company headquarters, but move out of the territory? How do I now continue to support their needs? How can I call on them? Today, we have most of this figured out.

Did I ever think of the day when I found the perfect employee for an opening, but he/she worked so far away from our office that I could/would never be able to hire, onboard or evaluate them? Today, we all can find the best people for our openings, perhaps regardless of where they live. Is this progress? I think so!

Our business world has changed forever. There is no turning back. Embrace the changes! Sure, it may be new and tough. Some of our old paradigms (“If a person is not in the office, they are not working”) are falling by the wayside and many of us are being challenged in so many ways. But look back: we have seen perhaps 10 years of change in the past 18 months.

Time to “put our trays in the upright and locked position” as the plane is landing because a new world is waiting for us and has been there hiding in plain sight for many months.

I am excited for all of us in 2023! What other industry offers the kind of growth opportunity that electronic components offers? None. Growth comes with challenges and issues, but we’ve got this!

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> QBR vs. SPM

FROM THE TOP

by John O’Brien

John O’Brien, CPMR
Coakley, Boyd and Abbett
ERA President
jobrien@cbane.com

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 thing over and over again and expecting different results.” Which brings me to the structure of today’s quarterly business review (QBR.) We spend so much time looking back each quarter and spend so little time looking forward. There is little we can do to affect the past but, the future – that’s where we can make a difference.

Quarterly business review

Don’t get me wrong – it’s important to understand what was accomplished in previous quarters. As salespeople and as manufacturers’ reps, we are all compensated on accomplishments. It’s critical to our business and our principals’ business that we understand our performance. We review sales numbers to see if we’ve hit our metrics and if the numbers are growing. We review opportunities to see if they did in fact close in the last quarter. We look back to see what new designs have been started and to see where we are in the overall plan for the year. These things are important to understand. As salespeople our key performance indicators (KPIs) are based on hitting these metrics that were developed. But, many of these KPIs are determined many quarters before we review them. In many cases we’re developing plans for January during the previous August/ September time frame. Our principals use these forecasts and projections to plan resources during the forecasting period, so it is important to have open communication with management on the tactics we plan to use. In effectively communicating these tactics, everyone buys into the strategy and everyone is working towards the same goals and product development. They implement R&D schedules and launch new production introductions based on forecasted revenue. As salespeople and rep firms, we develop various strategies to hit certain goals:

  • Strategies to meet sales goals and grow our numbers
  • Strategies to maintain and grow our current customers
  • Strategies on how to engage with new customers
  • Strategies to design in principals’ new product introductions (NPIs)
  • Strategies to gain market share

Strategic planning meeting

The strategic planning meeting (SPM) utilizes the results of the previous quarters but focuses on reviewing the strategies we employed to meet these goals. An effective SPM recognizes the strategies implemented and reviews the list of tactics – the actions we take on a regular basis to advance the strategies and ultimately meet our goals. We all try different day-to-day tactics. Some work and some do not. What’s important in this meeting is to openly discuss those tactics. If a tactic is working, how do you do more of it? If it isn’t, what needs to change to drive the desired results? In a group setting, these discussions spark new ideas. If something is working for someone else, how do we implement those tactics elsewhere? We highlight those that are working and do a deep dive in to why they’re working. If the tactics aren’t working, it’s just as important to figure out why, to avoid repeating them. Many times, it can be a simple tweak and a tactic that was previously driving no results can become successful.

It’s also important to understand what is happening in the markets. The global market and the North American markets both have an effect on our local markets. Then, each local market has its own drivers that affect their performance. This was evident over the past two years in an unprecedented time where the intricacies of each market were magnified by a number of issues. These meetings are critical in gaining an understanding of what’s happening in each of the markets, but the focus needs to be on adapting our tactics to meet these new market drivers. Again, in a group setting, everyone is communicating and the expectations are set with common knowledge.

By looking forward, everyone is engaged in the process. Everyone is learning from one another and everyone is focused on the end results.

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> If I knew then what I know now…

VIEWPOINTS

by Chuck Tanzola, CPMR

 

Chuck Tanzola, CPMR
The Fusion Sourcing Group Inc.
ERA Chairman of the Board
ctanzola@fusionsourcing.com

Hindsight, 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 go away (sort of like my to-do and action item lists…they also never seem to go away, but I digress).

“If I knew then what I know now…” Perhaps you’ve also heard people say this. I know that I have. The statement is usually completed with some wistful expression of actions that maybe would have been taken if only our hindsight had been foresight instead.

As I have been thinking about our industry lately and talking to people, I hear them asking, “If we knew in early 2020 what we know now, what would we have changed?” Some of the most common answers I’ve heard are: We would have adopted video communications technology earlier. U.S.-based semiconductor fabs would be turning out more fine geometry chips in Austin, Columbus, Albany and Phoenix in 2022 instead of 2024, 2025 and 2026. We would have hired more people, sooner. We would have found time to see family and friends more.

Of course, we cannot change the past, so maybe some other questions are more important. For example, what do we know now that we didn’t know then? What have we learned? Here are some of my thoughts for your consideration:

We need people/family/social interaction. Now that we’ve largely spent the last two years in isolation, a day doesn’t go by where the importance of seeing people in-person isn’t extolled in the results of some survey or study.

Personal customer relationships are supremely important. Almost universally, my industry colleagues confirmed a significant increase to the normal difference in their ability to contact customers based on the depth of their personal relationships.

Necessity is truly the mother of invention (and innovation). During the pandemic, this was particularly (but not exclusively) evident in the healthcare industry. Consider how many new and different designs for ventilators were developed in a relatively short time, for example.

If necessity is the mother of invention, disruption is the accelerator of adoption. Video communication technologies existed prior to travel shutting down but are now fairly ubiquitous; the rise in electronic banking is widely reported; and home delivery apps have doubled their earnings in the last year.

Habits once formed, are hard to change. Consider that working from home was disruptive at first, and now is more comfortable and increasingly desired by employees. During the pandemic, restaurants accelerated their take-out offerings and services, and today reports are that more than 1/3 of people use more take-out dining than they did a year ago.

Our industry is simultaneously resilient and vulnerable. The growth of sales and corresponding supply chain challenges have been widely reported, so I won’t dwell on them here, but I will note that it at least seems that every distinct event has had a more dramatic effect on the supply chain than ever before.

Keep the first things first. Engineering activity shifted to get existing product out the door as customers focused on economic survival as opposed to future development. Correspondingly, the “golden screw” has been getting as much or more attention than the “next big thing.”

Flexibility and the ability to pivot is key. In Ithaca, we routinely (and rightly) talk about the frequency and suddenness of change in the weather. Frankly, it pales in comparison in both frequency and abruptness to what we’ve seen in changing situations on our industry.

I’m sure this is not an exhaustive list and I welcome any input you have that would add to it. However, as I developed this list, another question occurred to me. Is there anything on this list that we really didn’t know before? Are the lessons from the pandemic new, or have the last few years simply served as a not so gentle reminder of things we already knew? My sense is that while there is widespread emphasis on finding the holy grail – the industry and life-altering breakthrough that came out of the pandemic – the latter is more applicable.

If that is the case, then the real question of the pandemic is not, “What do we know now that we didn’t know then?” but rather, “Given what we already know, what will we do about it?”

A final confession. As I put this column together, I struggled with it a bit. I never quite know exactly where I’m going when I start writing but have a general idea or direction. In this case the final product took a number of twists and turns as I gathered a variety of input on the subject. I believe this is the result of uniquely personal experiences over the last few years. I suspect that the answer to my final questions are similarly unique to each of our circumstances and situation, but as always, I can be reached at ctanzola@fusionsourcing.com and welcome your comments.

This is my viewpoint – what’s yours?

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> Register Your Spot for FREE – ERA Chapter Officer Leadership Training (COLT)

To All ERA Members:

ERA is excited to announce that the Chapter Officers Leadership Training (COLT) program will return virtually this fall — Nov. 2-4, 2022. All ERA chapters leaders, and potential leaders, are encouraged to participate in this dynamic instructional program focused on chapter management and planning tactics.

This is a great way to get to know other chapter leaders. Be sure to register now and grab your spot! There is no fee to attend.

Registration deadline is Monday, Oct. 31.  

REGISTER NOW

Please note: Chapter leaders who complete COLT this year will receive one complimentary attendee registration for the 2023 ERA Conference, scheduled for Feb. 26-28 in Austin, Texas.

This benefit is non-transferrable and only (1) complimentary registration allotted per chapter.)

What is COLT?

COLT is a comprehensive educational program designed to help meet the challenges of serving as an ERA chapter leader. During this virtual training, attendees can expect to gain creative ideas and practical knowledge, such as member recruitment, hosting events, using the tools available on the ERA website and organizing educational sessions, all to help chapter leaders elevate chapter activities and networking opportunities.

If you are already in an active chapter leadership role or are interested in pursuing one, talk to your board about attending this valuable training program where you can learn from other chapter leaders.

COLT is coordinated by Cameron English, CPMR, President of English Technical Sales and Chair of the ERA Chapter Leadership Council; Erin Collins, ERA Events Director; and Walter Tobin, ERA CEO.

For more information, visit the ERA COLT 2022 Information page.

Questions? Contact Erin Collins at ecollins@era.org.

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> New ERA Podcast: Cost-Effect Sales Coverage that is Hiding in Plain Sight


Tune in the latest episode of ERA Talks which explores in-depth how and why manufacturers’ reps are a perfect and immediate solution to a manufacturer’s need for territory coverage and new customer acquisition in light of the shortage of qualified sales professionals. These reps are “hiding in plain sight.”Don’t miss out on this important discussion, hosted by ERA’s CEO, Walter Tobin, and featuring guests Cameron English, CPMR, President of English Technical Sales and Senior VP Industry of the ERA Executive Committee, and Cesare Giammarco, of Sales Management Consulting LLC and a long-time expert ERA consultant, who have co-authored a recent ERA White Paper titled, “The Solution to Cost Effective Sales Coverage is Hiding in Plain Sight.”

Learn more about why the manufacturers’ sales rep model continues to thrive as a go-to market strategy for multiple industries, and why reps provide an ideal sales coverage solution both from a cost and growth perspective.

The White Paper mentioned above is accessible to ERA members, here.

LISTEN NOW

 

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> ERA Quick Connections – October 2022, Vol. 1

October 2022, Volume 1

Showcase your company in front of 3,500 industry members! Find out more.

MANUFACTURING DATA REPORTS

Manufacturing data reports from the Institute for Supply Management (ISM) are released at the beginning of every month and can be accessed at ISM. The latest report says economic activity in the manufacturing sector grew in September, with the overall economy achieving a 28th consecutive month of growth.

ISM reports that the U.S. manufacturing sector continues to expand, but at the lowest rate since the pandemic recovery began.

The computer and electronic products sector, and the electrical equipment, appliances and components sector, were among the nine manufacturing industries reporting growth in September.

INDUSTRY NEWS

> The Biden administration announced a new rule that will require chip manufacturers, such as Intel and Micron, to receive a license from the Commerce Department in order to sell semiconductors and chip-making equipment to Chinese companies. Read more.

> The Register reports more chip companies are reporting falling demand, with only Taiwan-based TSMC reporting higher than expected earnings for Q3.

> Tesla will to deliver 100 of its new semi-trucks to Pepsi Co. in December, according to a tweet by Tesla CEO Elon Musk. Pepsi confirmed the announcement. Read more.

> Worldwide PC shipments have declined 15 percent in the third quarter, reported Business Wire. Read more.

ERA NEWS

> Be sure to register now for Chapter Officer Leadership Training (COLT) on Nov. 2-4! COLT Training gives chapter leaders valuable tools and ideas to take their local ERA chapter to the next level of activity and excitement. This training is done in a virtual, live format and is free for ERA members. Sign up today!

> Access the ERA Bulletin Board to find new job openings, new merger/acquisition notices and posted resumes! Want to post something? Contact Karin Derkacz, ERA Operations Director.

> ERA thanks all Virtual Sales Training presenters and attendees for a wonderful, valuable event that took place last week! Attendees received tips, tricks and concrete takeaways for warm-calling with confidence, preparing for sales calls, value-based selling, what sales winners do differently, digital marketing and much more! Look out for an email in your inbox on how to access Virtual Sales Training sessions on-demand all year long.

> Manufacturers and reps: Don’t forget to submit your Reps Available company listings and Lines Available listings for the ERA/Electronica 2022 Bulletins, which will be published and distributed at electronica 2022 in Munich on Nov. 15-18. All listings are due October 21.

FOR YOUR CALENDAR

Click here to browse the searchable ERA Industry Calendar and ERA Chapter Events listings!

Follow Us!

      

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> ERA Quick Connections – Sept. 2022, Vol. 2

September 2022, Volume 2

Showcase your company in front of 3,500 industry members! Find out more.

MONTHLY POS REPORTS

Budde Marketing, which provides monthly POS Index reports to ERA members, issued its latest summary, running from January 2020 through July 2022. The index now includes more than 125 manufacturers. View the latest index.

July 2022 dipped a little bit from a very strong June; the month of July still registered 15 percent above July 2021 and way ahead of the POS Index of January 2020. Although we are predicting a slower trend for the balance of the year, we expect POS to still be strong for all of 2022. We are seeing companies continuing to be adding inventory in anticipation of a future downturn. We continue to believe that the industry will in all probability slow down slightly throughout the balance of 2022.

For details on Budde Marketing’s services, visit BuddeMarketing.com.

INDUSTRY NEWS

> The National Institute of Standards and Technology (NIST) and Google will work together to develop and produce chips that researchers at universities, as well as engineers at start-ups, will be able to use without restriction or licensing fees. Read more.

> From The Sales Blog, be sure your firm is not committing one of the “Common Sales Mistakes in 2022.” Read more.

> Certain global factors are still affecting the supply chain of electronics components, yet this article aims to give three strategies to help mitigate these circumstances. Read more.

ERA NEWS

> ERA Virtual Sales Training is now two weeks away. There is still time to register! View the training sessions and speakers offered to registrants for a low registration fee. Sharpen your sales skills with us Oct. 4-6!

> ERA is proud to be counted among the many exhibitors that will attend electronica 2022, the premier international electronics industry trade show and conference that will bring together companies from more than 50 countries from Nov. 15-18 in Munich. ERA’s booth will be located at Hall B4, stand 178 – please stop by, say hello, charge your electronics and use our wi-fi! Read more.

> ERA mourns Gene Straube, a long-time ERA member and White Pin member, and founder of Straube & Associates. Read more about Gene’s life and career.

> Registration is now open for attendees and sponsorships for the 2023 ERA Conference – Moving On, Moving Beyond. The annual do-not-miss event brings together manufacturers’ representatives, distributors and manufacturers in a collaborative, energetic and educational environment.

FOR YOUR CALENDAR

Click here to browse the searchable ERA Industry Calendar and ERA Chapter Events listings!

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> ERA Mourns Gene Straube


Gene F. Straube
Aug. 29, 1928 – Sept. 4, 2022
Atherton, California

Gene Straube was born at home in a brownstone on 86th Street in Manhattan 94 years ago to Eugene and Agnes Kramer Straube, young immigrants from Germany. As their fourth child arriving 15-20 years after his three sisters, and the only boy in the family, he was raised and pampered by four mothers rather than just one.

He attended Stuyvesant High School in New York City followed by Columbia University, where he earned both a bachelor of arts degree and a bachelor of science degree in electrical engineering and was awarded membership in both Phi Beta Kappa and Tau Beta Pi honorary fraternities.

After completing his Navy service in 1953, his engineering career got off to an adventurous start as he moved to California to work with Howard Hughes at Hughes Semiconductor.  He chose to live in Manhattan Beach because it sounded like Manhattan. There he and his first wife raised three children. In 1993 he married the love of his life, Marie. They spent “the golden years” traveling, playing bridge and golf and enjoying life together.

In 1960 he relocated to Mountain View, Calif., where he founded Straube Associates, Inc., one of the pioneering manufacturers’ representatives for electronic components between the manufacturers and the newly-developing computer industry in what would become known as Silicon Valley.

He was a long-time ERA member – part of the Northern California chapter – and was inducted into the ERA White Pin group in 1979.

Gene remained active in his company for more than 50 years as president and later as chairman of the Board, and truly lived his motto: “If you do something you love you will never work a day in your life.” Today his son Chris continues spearheading the corporation and the tradition.

Gene passed away just one week after his 94th birthday party, where he was thrilled to meet his first great-grandchild who was just 21 days old. The photo of the four generations became an immediate family treasure.

Upon his passing, a friend described him as an American gentleman, the kind we no longer produce. He will be remembered by those who were fortunate to know him for his big smile, his energy, his charm, his love of life and his love of people.

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