Electronics Representatives Association

> Have we come full circle?

VIEWPOINTS

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

by Chuck Tanzola, CPMR

Tuesday evening, February 25, 2020 – A record-setting ERA Management Conference has just concluded and I’m joining a group for a celebratory dinner honoring the inaugural recipient and namesake of the Tobin Bridge Award when I realize my wedding ring is missing from my finger. A quick trip up the hotel elevator and hurried check of the room yields no ring; but dinner and a great event awaits. Upon return to the hotel afterwards, a more rigorous search ensues and lo and behold – the ring had slipped unnoticed into my suitcase as I was packing for the next morning’s departure. Crisis averted.

Fast forward – Friday night, February 26, 2022 – Almost two years to the day and I’m packing that same suitcase for a return to Austin when I realize my wedding ring is missing again. Sadly, a thorough search over Friday night and Saturday morning yields no results and the plane awaits. I leave for the ERA Conference looking forward to “A New Day and a New Way”; with my “déjà vu all over again” missing wedding band saga firmly entrenched in my mind.

Monday, February 28, 2022 – I am sitting in the Zlotnik Ballroom at the AT&T Center with more than 500 colleagues, friends and soon to be new acquaintances, and I can’t help but think about how new and yet familiar this feels and wondering, “Have we come full circle?” After two years of essential isolation, it is energizing to see old friends in person; to see their smiles; hear their stories; enjoy their presence; and learn from their experience and expertise – no muted conversation, no frozen video. Over three and a half days in Austin, I will have direct person-to-person interaction with more than 200 unique people (possibly more than I’ve had in-person in our industry over the prior two years combined). Congratulations to the more than 55 volunteers who worked on the Conference; and kudos to all who traveled to Austin. In my opinion, and by popular report, the event was a resounding success and you all made it so!

Have we come full circle? To me, coming full circle means getting back where we started, our original position, after going through a series of developments along the way. Have we been in a two-year diversion that is now concluding; are we now back where we started? Are we back to in-person interaction being the default standard and dominant method of getting things done? Will our natural pre-pandemic instinct to schedule a visit, plan a trip, and meet in-person reemerge? Some have called it returning to normal.

Yet we must recognize that coming full circle also involves going through a series of developments – a process of change along the way around the circle. In this case, the collective, improved capability of the industry to function using new methods of communications can neither be denied nor ignored. Will our new way in the new days ahead be to rely primarily on technology-based communications systems; with limited in-person interaction? Will we call this the “new normal?”

I believe the consensus is that the future holds some of both – a healthy tension between the efficiency of new communication methods and the effectiveness of seeing people in-person.

Friday, March 12, 2022 – I’m preparing to travel to New York City for the first in-person LEDucation Conference and Trade Show to be held in two years. (Sound familiar?) For two weeks, I’ve searched and searched for my wedding ring to no avail, when what should appear in the bottom of a different infrequently used suitcase – you guessed it – my wedding band. Crisis resolved!

So, have we come full circle? As I contemplate this, I visualize my ring – a circular band – and I wonder where does it begin and where does it end? And the reality is that I do not know – I simply cannot tell. I think the same is true with meeting obstacles like pandemics, supply chain issues and most any challenge in life. We cannot always tell when they begin nor when they will end and defining the endpoints is not nearly as important as the resilience, persistence and commitment through the process.

In a few short weeks, I’ll be packing to go “Back to the Summit” to attend the EDS Summit in Las Vegas. When you see me there, you can check my ring finger to see if I’ve learned anything along the way.

As always, I can be reached at ctanzola@fusionsourcing.com (or via Teams, text, or…) and welcome your comments. What do you think – have we come full circle?

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> ERA Welcomes Susan Bannwart as its New Finance Director

The Electronics Representatives Association (ERA) announces that Susan Bannwart has joined its team as Finance Director, effective early April 2022.

Susan has been in the accounting profession for over 30 years. She obtained her CPA in 1994 and started her own practice in 2004. Susan enjoys building long-term relationships with her clients through offering advisory services, tax planning, cash flow projections, minimize tax liabilities and bookkeeping services.

In her role as Finance Director, Susan will be preparing the monthly financial statements, performing bank reconciliations, updating cash receipts and issuing checks.

Susan lives in Schaumburg, Ill. with her daughter and enjoys walking her dog, Gigi. She is past president of her local Illinois CPA Society chapter. She is also past treasurer of her local Rotary Club.

Susan takes over for Bill Warfield, who had been ERA’s Finance Director for many years. Bill is retiring effective April 2022 and hopes to enjoy travel and leisure time in his retirement.

“I’m thrilled to be part of ERA as the new director of finance,” said Susan. “I look forward to doing my part in operating the organization smoothly and continuing the exciting growth ERA has experienced in the past five years.”

ERA CEO Walter Tobin, said, “We are delighted to welcome Susan to our ERA family. Her passion for accounting and substantial experience as a CPA will be a tremendous asset to continuing our efficiency and growth as an organization.”

“We also thank Bill for his service to ERA for so many years. He has been an integral part in growing ERA to what it is today and we hope he enjoys retirement,” Tobin said.

Susan can be reached at susan@era.org.

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> ERA Quick Connections – April 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 March with the overall economy achieving an 22nd consecutive month of growth. The computer and electronic products sector, as well as the appliances and component sector, were among the 15 industries reporting growth in March.

INDUSTRY NEWS

> The ongoing rise in Omicron variant cases and subsequent lockdown measures in China continue to slow down major manufacturing and port hubs, adding to supply chain concerns in China, and thus globally. Read more.

> The global PC monitor market ended 2021 with a 5 percent year-over-year growth rate, reported the International Data Corporation. However, there are sure signs of the market cooling in the near future. Read more.

> The “Great Resignation” is a misnomer and should be renamed “The Great Aspiration,” argues a columnist for the Harvard Business Review. Read more.

ERA NEWS

> Are you a manufacturer who goes to market through distribution? ERA can help you find professional field sales representation anywhere in the world. Reserve your EDS 2022 Lines Available Bulletin listing today and let ERA help you make EDS 2022 your most productive show ever. Advertise in ERA’s 2022 EDS Lines Available Bulletin to showcase your company product line to all ERA member firms and member reps visiting the ERA Business and Hospitality Center (Booth #102) at EDS 2022.

> Join the next ERA Water Cooler discussion Tues., April 26 from 4:00 to 5:00 p.m. EDT to talk about Promoting and Expanding the Manufacturer’s Rep Model in Today’s Business Environment.” Guest panelists will be Cesare Giammarco, consultant, Cesare Giammarco Sales Management Consulting LLC; Dave Foster, director of sales at Ohmite Manufacturing; and Tom Wichert, executive vice president sales and marketing at TDK-Lambda Americas. Access log-in details here.

> ERA’s White Pin Internship program for Summer 2022 is a great opportunity for rep companies to attract, hire and retain rising college juniors and seniors and potentially move onto the hiring process after their graduation, with ERA subsidizing and supporting these internships along the way. Read more information or download an intern application or rep company application.

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> ERA Mourns Staff Member Kathy Green

With profound sadness, ERA must announce the April 2 passing of Katherine (Kathy) Green, a 32-year member of the ERA staff family. She had just marked her 60th birthday.

Kathy’s decade-long, valiant battle with cancer was mostly unknown outside of her immediate family and circle of close friends. This was her preference, and she was still handling her ERA responsibilities as usual up until early March. Those responsibilities were many.

Her countless credits and accomplishments on behalf of ERA have reflected both her technological and artistic talents, including: the design, development, maintenance and updating of ERA’s website ever since its inception in 1995; the design, development and maintenance of websites for numerous ERA chapters and member firms; the development and maintenance of all ERA databases; the creation of all ERA conference logos, program brochures and other materials; and in recent years, the graphic designs of all covers of The Representor magazine. In addition to her work for ERA, Kathy was a mosaic artist, a musician (who played for years in a Chicago Irish band) and an entrepreneur who designed, manufactured and sold pet collars.

Most ERA members knew Kathy from her staff work at national conferences and at the ERA booth at EDS. However, most do not know that Kathy was the proud daughter of the late Raymond J. Hall, the association’s longest-serving CEO. Kathy has described how she “grew up” in ERA and has said she considered ERA members and staff her “second family.” Her most recent comments to that effect came during her acceptance of ERA’s 2022 Tess Hill Award. COVID-19 concerns kept Kathy from attending the Conference, so the presentation was made in advance by Karin Derkacz, the 2021 award recipient, and Tess Hill. A pre-recorded video of Kathy happily accepting the award was shown at the Conference.

Kathy was also inducted into the ERA White Pin group in 2016.

Kathy was preceded in death by her father and her brother, Raymond J. Hall, Jr. Her survivors include her husband Jeff, mother Anita (Annie) Roti, sister Tracey (Joel) Stewart, seven nieces and two nephews.

A celebration of Kathy’s life will be held in late May/early June. Memorial donations will be appreciated to the American Cancer Society. Messages of condolences can be addressed to: Jeff Green, 7120 N. Ashland Blvd., Chicago, IL 60626.

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> ERA Mourns Steve Ross

Photo of Steve Ross.

With deep sadness, ERA must report the March 8 passing of Steve Ross, a long-time northern California rep firm owner and past national officer of this association. He was 79.

Steve earned a BSEE degree from Purdue University where he was four-year ROTC member. After graduation, he served as a second lieutenant in the U.S. Army providing logistical support to the 82nd Airborne Division.

In 1970, he joined the northern California rep firm that his father had founded in 1947 and spent the next 31 years in sales and management, eventually becoming the firm’s second generation owner. Throughout his career, he was an active volunteer in the electronics industry, including his tenures as president of the Electronic Distribution Show Board and chairman of the WESCON trade show. For ERA, he held many offices in the Northern California Chapter, served on the national executive committee as senior vice president/membership and was an ERA trustee on the board of the Manufacturers’ Representatives Educational Research Foundation (MRERF).

He was also inducted into the ERA White Pin Group in 1984, was among the first reps to earn the Certified Professional Manufacturers’ Representative (CPMR) designation, and was awarded Life Membership in ERA upon his retirement from the rep business in 2001. Steve filled his later years with many types of volunteer work in educational and community settings as well as with the Palo Alto University Rotary Club. His survivors include his wife Karen, their two children and spouses, and two grandchildren.

In lieu of flowers, the family will appreciate memorial donations to Child Advocates of Silicon Valley (https://childadvocatessv.org) or Mission Hospice (https://www.missionhospice.org).

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> ERA Mourns Hall of Fame Member W. David McCoy

David and his wife, Nona.

With great sadness, ERA must report the March 23 death of W. David (Dave) McCoy, a member of ERA’s prestigious Hall of Fame and the decades-long owner of Cartwright & Bean, Inc., of Duluth, Ga. He was 87.

Dave started as a salesperson at Cartwright & Bean in 1953 (at the age of 19) and eventually became the owner of the 70-year-old rep firm that he grew into one of the largest in the nation. Throughout his years in the rep business, he was an active volunteer in ERA, first with the Dixie Chapter and then on the national leadership level. Even before he was elected to ERA’s national executive committee, Dave earned the association’s Key Award and was inducted into the White Pin Group in 1986. He began his six-year tenure as an ERA national officer in 1989, was elected president in 1991 and completed his service as chairman of the board from 1993 to 1995. A year later, he was inducted into ERA’s Hall of Fame at the 1996 ERA National Conference on Monterey, Calif.

Beyond his volunteer work for ERA, Dave held many executive positions with his church in Dunwoody, Ga., and was a founding father of Dunwoody Senior Baseball where thousands of young people have spent their summers.

Dave’s survivors include Nona, his wife of 68 years, daughter Sherri McCoy Householder, son Jim, son Jeff and his wife Sharon.

A memorial service will be held on April 11 at Kingswood Church, 4896 N. Peachtree Rd. Dunwoody, GA 30338. In lieu of flowers, donations to the church will be appreciated.

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> ERA Announces the Re-Introduction of the ERA White Pin Intern Program

March 18, 2022
Source: Electronics Representatives Association (ERA)

The Electronics Representatives Association (ERA) is pleased to announce the re-introduction of the ERA White Pin Intern Program. This program had been announced in February 2020 and then put on hold due to the challenges of the past two years.

The ERA White Pin Group has recognized the need of the rep community to help attract, hire and retain college graduates into the rep model to keep the electronics industry fresh and relevant.

This intern program is designed to offer rising college juniors or seniors an opportunity to work for a manufacturers’ representative firm over the summer months to gain a better understanding and hands-on experience of the electronic components industry.

Kingsland Coombs, senior vice president at large for the ERA Executive Committee and president of Control Sales, Inc., said: “The White Pin Group is thrilled to announce this great program for both our industry and for ERA rep members. We have been working hard to expose our best and brightest students to the electronics industry and give them the opportunity to gain valuable work experience. The White Pin Intern Program will hopefully help ERA rep members to continue to attract the next generation of leaders.”

Ellen Coan, senior vice president of education for the ERA Executive Committee and vice president of operations for CC Electro Group, added, “ERA’s White Pin leadership in driving this program to fulfillment has been most impressive. I am delighted to incorporate this important initiative under the ERA Education umbrella to show the support of the White Pin organization by ERA, as it will help both ERA members and our industry continue to grow and thrive.”

For more information about the White Pin Intern Program including training guidelines and resources, and to apply, visit White Pin Internship.

About ERA White Pin Group
The ERA White Pin Group is made up of past and present volunteer leaders who have served ERA at the national level. The main focus for this group is the support of expanded volunteerism and continuing education for ERA members.

About ERA
The 87-year-old Electronics Representatives Association (ERA) is the international trade organization for professional field sales companies in the global electronics industries, manufacturers who go to market through representative firms and global distributors. It is the mission of ERA to support the professional field sales function through programs and activities that educate, inform and advocate for manufacturers’ representatives, the principals they represent and the distributors who are reps’ partners in local territories. For more information about ERA, visit era.org.

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> ERA Welcomes 10 New Members into ERA White Pin Group

March 16, 2022
Source: Electronics Representatives Association (ERA)

The Electronics Representatives Association (ERA) is is pleased to welcome 10 new members into the White Pin Group. The ERA White Pin Group was formed in 1960 and consists of manufacturer’s reps who have held volunteer leadership positions at the national level of ERA for at least two years and have given extraordinary amounts of time and talent to ERA.

The following individuals were inducted into the White Pin Group at the 2022 ERA Conference held recently in Austin, Texas:

Adam Anderson – Norris & Associates
Aparna Sproelich – Aurora Group
Bill Warfield – ERA National (honorary)
Byron Holloway – Fralia Co. and Associates
Christine Bell – JF Kilfoil Co.
Dave Wilkes – Westmark Electronics
Jennifer Eby – MaRCTech2
John Latimer – Luscombe Engineering of SFO
Lori Bruno – Luscombe Engineering of SFO
Steve Tennessen – Astron Electronics

Mark Motsinger, executive director of the White Pin Group, stated: “I am so proud to welcome these individuals into White Pin. They have given so much of their precious time and energy to ERA and to other industry initiatives. Their commitment to our industry and to the betterment of the manufacturer’s rep model is most appreciated and can serve as a model for all of to both follow and applaud. Congratulations to all of our new inductees!”

About ERA

The 87-year-old Electronics Representatives Association (ERA) is the international trade organization for professional field sales companies in the global electronics industries, manufacturers who go to market through representative firms and global distributors. It is the mission of ERA to support the professional field sales function through programs and activities that educate, inform and advocate for manufacturers’ representatives, the principals they represent and the distributors who are reps’ partners in local territories. For more information about ERA, visit era.org.

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> ERA Makes Charitable Donation to Wonders & Worries in the Name of 2022 Annual Conference Speakers and Program Participants

March 11, 2022
Source: Electronics Representatives Association

The Electronics Representatives Association (ERA) announced that it has made a charitable donation to Wonders and Worries in the name of 2022 ERA Virtual Conference speakers and program participants.

Similar to past years, instead of presenting each speaker, moderator and panelist with a small gift of appreciation, ERA has chosen to express its deepest gratitude to conference program participants in the form of a charitable donation to Wonders & Worries.

Wonders & Worries provides free professional support for children and teenagers during a parent’s serious illness. Since 2001, Wonders & Worries has provided the building blocks for families to succeed while dealing with a serious illness.

“ERA is once again delighted to recognize Wonders & Worries of Austin,” said ERA CEO Walter Tobin. “It is a wonderful organization that supports children, teenagers and caregivers of seriously ill or deceased parents, providing counseling, group sessions, bereavement support, caregiver support, podcasts, events and more. We are delighted to champion this cause.”

Alex Gabbi, former general manager for Arrow Electronics, is the executive director of Wonders & Worries and has been a multi-year speaker at the ERA Conference. He is a devoted father to his three wonderful children Nico, Maya and Luca. After his wife died of cancer, he gave up a successful career in business to focus on making a difference for others in the community in as many ways as possible. This included teaching at the McCombs School of Business at The University of Texas at Austin and supporting Wonders & Worries. His career encompasses more than 25 years of experience in senior leadership positions with small and Fortune 500 companies in the high-tech, consulting, international business and software arenas. Alex is an avid traveler and enjoys games of strategy. He intends for his children to visit 40 countries and 40 states before they graduate high school.

“Wonders & Worries is so grateful for the ERA Conference Donation,” Gabbi said. “We are only able to provide our services to families in need because of the generosity of our donors and community. Because of this gift, Wonders & Worries can continue to ensure children and teens are fully equipped to cope with what can be some of their most difficult years.”

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> ERA Awards 2021 Jess Spoonts White Pin Award and Scholarship to Mark Motsinger, CPMR

March 11, 2022
Source: Electronic Representatives Association

The Electronics Representatives Association (ERA) White Pin Group has announced that Mark Motsinger, CPMR, President, Wallace Electronic Sales, is the 2021 recipient of the Jess Spoonts – ERA White Pin Scholarship Award. Motsinger will receive a $1,000 grant that can be used to fund his continuing education as a professional field sales representative.

To qualify for this award, nominees must be from an ERA member rep firm; must have been involved in ERA activities and leadership roles on the local and/or national levels for a minimum of two years; and must be willing to devote significant volunteer time to ERA in the foreseeable future.

Motsinger received the award at the 2022 ERA Conference in Austin, Texas on March 1, 2022. Upon receiving the award, Motsinger said, “I was so honored to receive this award. I admired Jess Spoonts and he was a great mentor and friend to me. To receive this award has special meaning for me because of this great personal relationship – it brings back great memories.”

The ERA White Pin Group was formed in 1960 and comprises member reps who have held volunteer leadership positions at the national level of ERA for at least two years and have given extraordinary amounts of time and talent to ERA. The group established the Jess Spoonts – ERA White Pin Scholarship in 2006 to honor its long-time coordinator, the late E. Jess Spoonts of Dallas, Texas. Spoonts, a half-century veteran of the electronics industry, was a past president and chairman of ERA, a mentor to countless reps and other business associates, and one of only 23 members of the association’s Hall of Fame. He passed away in 2008.

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> Tom Griffin, CPMR, Named 2022 Recipient of Ray Hall Spirit of ERA Award

March 10, 2022
Source: Electronics Representative Association

Tom Griffin, CPMR, Named 2022 Recipient of Ray Hall Spirit of ERA Award

The Electronics Representatives Association (ERA) has announced that Tom Griffin, CPMR, President, Catalyst Unity Solutions, is the 15th recipient of the Ray Hall Spirit of ERA Award.

ERA Chairman of the Board Chuck Tanzola and ERA

President John O’Brien presented Tom Griffin, CPMR, with the 2022 Ray Hall Spirit of ERA Award at the 2022 ERA Conference in Austin, Texas.

The Ray Hall Spirit of ERA Award was established in 2004 to honor th

e late Ray Hall, who served as CEO of ERA for almost 40 years. The award recognizes individuals who exemplify the spirit of ERA through their commitment to serving and advancing the professional field sales (manufacturers’ representative) function.

“I am happy to present Tom with the Ray Hall Spirit of ERA Award,” said O’Brien. “ERA wants to recognize the many years of unselfish commitment Tom has given to advancing the field of electronic sales representatives.”

Upon receiving the award, Griffin said, “I am humbled and grateful for this award from my peers. I am also grateful for the many volunteers who are doing as much as me and much, much more.”

The Ray Hall Spirit of ERA Award was presented at the association’s Annual Conference on March 1, 2022, at the AT&T Conference Center in Austin, Texas.

Previous recipients of the award, who served as judges of this year’s entries, are:

John O’Brien, Coakley, Boyd and Abbett (2020);
David Norris, Norris & Associates Inc., Hingham, Mass., (2018);
Chuck Tanzola, CPMR, Fusion Sourcing Group, Edison, N.J. (2017);
Dan Parks, CPMR, West Electronic Solutions, Inc., Costa Mesa, Calif. (2016);
Bob Evans, CPMR, EK Micro, Rolling Meadows, Ill. (2014);
Bob Walsh, CPMR, Coakley, Boyd and Abbett, Inc., Framingham, Mass. (2013);
Bill Herold, CPMR, Conquest Technical Sales, Thousand Oaks, Cal. (2012);
Carol Cohen, CC Electro Sales, Inc., Indianapolis, Ind. (2011);
Kathie Cahill, CPMR, of Net Sales Company, Victor, N.Y. (2009);
Paul Nielsen, CPMR, of Brainard-Nielsen Marketing, Elk Grove Village, Ill. (2008);
Bruce Scoggin, CPMR, of Electro-Rep Associates, Charlotte, N.C. (2007);
Mark Conley of O’Donnell Associates North, San Jose, Cal. (2006); and
Mark Motsinger, CPMR, of Wallace Electronic Sales, Kernersville, N.C. (2005).

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> ERA Quick Connections – March 2022, Vol. 1

MONTHLY 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 February with the overall economy achieving an 21st consecutive month of growth. The computer and electronic products sector, as well as the appliances and component sector, were among the 16 industries reporting growth in February.

INDUSTRY NEWS

Samsung is suspending shipments of all of its products to Russia, the company announced last week. This move cuts off Russia from a huge range of products, including chips, smartphones and consumer electronics, from one of the largest electronics vendors in the world. Read more.

Semiconductor industry capital spending is forecasted to jump 24 percent this year, reported EPS News, after climbing 36 percent in 2021. Read more.

The ongoing chip shortage is forcing Ford Motor Co. to scale back on production of its SUV and pick-up trucks at two U.S. plants, the company said recently. Read more.

ERA NEWS

Register for the 2022 EDS Leadership Summit today! The EDS Summit, co-hosted by ERA and ECIA, is the one event that puts you in front of the right people and connects you with the hottest products and trends in the electronics industry. Whether it’s as an exhibitor, in the conference center, or during on-on-one suite meetings, EDS puts you at the forefront of global electronics. Join us May 10–13 at The Mirage, Las Vegas. Visit edssummit.com for more information and details on registration.

Did you attend the ERA Conference in Austin are now looking for all of the great presentation documents that accompanied the breakout sessions and general session speakers? Those files can be found in the Conference app. In the app, click on Schedule, then click on the specific session you’re interested in. Scroll down to find the presentation documents. Enjoy!

Join the next ERA Water Cooler discussion Tues., March 15 from 4:00 to 5:00 p.m. EST to explore the topic“Effective Time Management Skills for Busy People” with Steve Turner, founder and CEO, Turner Time Management, and past ERA Conference speaker. Access log-in details.

Reserve your ad space now for the Spring 2022 Issue of The Representor! This issue will feature a special EDS Summit ad section. See discounted rates for the EDS section. Feature your ad in front of 3,500 electronics industry professionals!

FOR YOUR CALENDAR

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

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> ERA Honors Katherine Green of ERA with the 2022 Tess Hill Award

March 8, 2022
Source: Electronics Representative Association

At the 2022 ERA Conference in Austin, Texas, ERA staff member Katherine Green was presented the 5th annual Tess Hill Award.

During her more than three decades at ERA, Green has held various roles including webmaster, web content manager, web designer, graphic designer and database manager. In her spare time, she is a ceramic artist who creates kitchen backsplash installations and custom tabletops, and runs a business designing and selling pet accessories. She was also a longtime member of a Chicago Irish band.

The award was created in 2017 to honor Tess Hill, a long-time ERA staff member. It recognizes individuals for their longevity of service to ERA, for inspiring volunteerism in its highest form and for their dedication to ERA’s educational mission.

Tess Hill, who presented the award to Green, said: “We are honored and just plain thrilled to be presenting this award to our dear friend. Kathy is ERA’s true Renaissance woman – techie, artist, musician and much more.”Hill continued: “From the launching of its first website in 1995, ERA has had only webmaster: our Kathy. From the site’s original creation, she has expertly overseen the design, management and content updating of that site, while always seeking new ways it can be more helpful to members in the entire electronics industry. She has in effect been responsible for how ERA looks to the massive online world.”

Upon accepting the award, Green said: “I am so grateful to be accepting this award, and I’m grateful to my father Ray Hall who was the ERA CEO for more than 40 years; because of him I grew up in ERA. ERA has always been my second family.

She continued: “It is so wonderful to see the new ways that ERA has come to serve its membership, especially in the past seven years with our new staff and our dynamic Walter Tobin. We have come full circle and we’re a presence in the industry.”

ERA CEO Walter E. Tobin added, “ERA is delighted to recognize Kathy with this award. To receive this prestigious award, the individual needs to possess and portray a ‘can do’ attitude while winning others over to support whatever challenges or programs are presented to him or her. Kathy has been working with ERA for her entire professional career leading us into new areas of Web innovations and social media placement. In addition, she has been a lifelong friend of Tess who has seen her grow and shine. I am so pleased to recognize Kathy with this award.”

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> Ken Bellero Receives Third Annual Tobin Bridge Award

March 4, 2022
Source: Electronics Representative Association

The Electronics Representatives Association (ERA) announced that Ken Bellero, President, Schaffner EMC, Inc., was the recipient of the third annual Tobin Bridge Award. The award was presented by ERA President John O’Brien and ERA Chairman of the Board Chuck Tanzola on March 1, during the 2022 ERA Conference in Austin, Texas.

The Tobin Bridge Award is presented annually to an individual who reaches across to “bridge” the various constituent components of the electronics industry — reps, manufacturers and distributors — while advancing the rep function.

Upon accepting the award, Bellero said: “I am humbled and honored to receive this recognition from the ERA and all my colleagues in the electronics industry. This award is very special to me because Walter Tobin’s inspiration as a leader has been instrumental in providing me with the motivation to be an active part of this valuable and worthwhile organization of representatives, manufacturers and distributors. I plan to do my best to continue bridging and building the relationships between us all. Thank you from the bottom of my heart.”

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> Bob Evans, CPMR, Named Recipient of the ERA Lifetime Achievement Award

March 4, 2022
Source: Electronics Representatives Association

The Electronics Representatives Association (ERA) announces that Bob Evans, CPMR, is the 2022 recipient of the ERA Lifetime Achievement Award.

The award was presented to Evans during the ERA Conference in Austin, Texas, on Monday, February 28, 2022, 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.

Evans began his career in 1978 eventually joining EK Associates in 1993 where he later became president in 1996. He recently retired in June 2021. Evans has been active in ERA for 20 years at the chapter and national levels, has chaired the Chapter Leadership Council in the past and served on both the Chicagoland-Wisconsin Chapter and the ERA Executive Committee.

Upon receiving the award, Evans said, “To be singled out from among the extraordinary group of men and women volunteers at the ERA is a humbling experience. I am truly honored to accept this distinction and to represent all the fine folks in our organization.”

ERA CEO Walter Tobin presented the award and said, “Bob has given so much of his precious time, energy and professional demeanor to ERA over these past many years – as our beloved Dean of COLT to heading up the Chapter Leadership Council. He served on the board of the Chicagoland/Wisconsin ERA Chapter in almost every seat for more than twenty years, and most recently served as a member of the ERA executive Committee for four years. ERA is both honored and proud to award to Bob our 2022 Lifetime Achievement Award Recipient.”

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> ERA Quick Connections Feb. 2022, V2

Monthly POS Reports

Budde Marketing, which provides monthly POS Index reports to ERA members, issued its latest summary, running from January 2019 through December 2021. View the new index. According to the latest report, December 2021 marked the tenth straight month of double-digit growth, or 29 percent ahead of December 2020. Budde Marketing expects a strong first quarter in 2022, as sales activity shows no sign of letting up. Beginning in 2022, Budde Marketing will be using new metrics, due to adding a number of manufacturers to its customer base in the past year. For details on Budde Marketing’s services, visit BuddeMarketing.com.

INDUSTRY NEWS

The Bureau of Labor Statistics reported that the consumer price index has risen 7.5 percent over the past 12 months, up from 7.1 percent in December and the fastest year-over-year pace since February 1982. At the same time, core inflation (which excludes food and energy) increased 6 percent year-over-year in January, up from 5.5 percent in the prior release and the biggest increase since August 1982.

IC Insights predicts the roaring growth of semiconductors will continue in 2022 and 2023, but may hit a wall in 2024. “2024 is currently expected to be the next cyclical downturn in the market, and 2025-2026 will return to growth years,” Brian Matas, vice president of market research, told The Register.

A new survey shows 92 percent of large companies reported that they are achieving returns on data and artificial intelligence (AI) investments, compared to a 2019 survey where 7 out of 10 companies reported minimal or no value from AI technology investments. The same percentage from the 2022 survey – 92 percent – said they are increasing investments into data and AI. Read more.

ERA NEWS

The 2022 ERA Conference is one week away! If you’re attending, be on the lookout for an email this week where you can download the Conference app. View the schedule, register for breakout sessions – and be sure to join us for the Welcome Reception on Sunday evening. See you there!

The Winter 2022 Representor is now live! Read it now. Don’t miss the cover story, “Long-Term Growth Drivers Remain Despite Nagging Disruptions” by Dennis Reed, senior research analyst at the Edgewater Research Group. The issue also includes results from ERA’s 2021-2022 Industry Survey. See how your peers feel about how 2021 shaped up, expectations for revenue, growth and operating costs in 2022, and important factors affecting their business this year.

ERA will hold its next Water Cooler conversation on Tues., March 15 from 4 to 5 p.m. EST. The guest speaker will be Steve Turner, Founder & CEO, Turner Time Management, speaking on the topic of “Effective Time Management Skills for Busy People.” Access log-in details and past Water Cooler recordings.

FOR YOUR CALENDAR

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

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> Trends in Proposed Contracts: Representative Viewpoint

VIEWPOINTS – The Representor, Winter 2022

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

by Chuck Tanzola, CPMR

(Foreword note: One of the observations I wrote about in my last article (“I Think, I Think”) was pandemic fatigue. Sadly, I could write about that again, but I’m not going to because it’s a different feeling of sadness that guides my writing today.

For me personally, it starts with the realization that I have recently lost three friends, some to COVID-19, some not — but all way too early. One of those friends was a fellow representative, Steve Alford. As I begin this article, I want to pay a special tribute to Steve and his contributions to the industry and the ERA, both in metro New York and nationally; and to me as a friend. Time and space limit the ability to detail my thoughts but suffice it to say that sometimes we worked together, and sometimes we competed; but at all times, I considered Steve a friend — a man of keen insight and the highest integrity — and I will miss him.)

On a professional level, I have had the opportunity to review multiple representative contracts over the years. Recently, I’ve noticed some alarming trends in proposed contracts that have frankly added to the melancholy, because no matter how good the manufacturer’s people, product or position are, signing a bad contract is not sustainable in the long term for anyone — and that’s sad. So, today, I thought I would address a couple of contractual topics in composite along with some observations.

As I bring these forth, I recognize they are probably not new, but I believe the trends I’ve seen warrant comment. I also fully understand that for every guideline there is an exception, and nothing I write changes that; but they are called exceptions for a reason.

Point 1. If the contract structures commission payments to control costs on some accounts, the contract should structure commission payments to provide ROI on all accounts. I’ve seen an increasing attempt to limit/regulate/control commissions paid as a regular component of the contract on accounts where success occurs. Whether it is adjusting commission rates, shortening terms of paying commissions or some other methodology, the premise that you can only be paid a limited amount by account is justified with the philosophy that “it doesn’t cost as much” to service that account as the commissions paid. So, what about all the efforts that don’t lead to commissions that exceed the perceived costs of servicing an account? How are those paid for? No manufacturer (or rep) can guarantee a 100% success rate at all accounts; but both are looking for overall ROI. The net result of the approach described above is to limit the rep’s ability to generate ROI; and will likely result in activity change — an unintended consequence. (By the way, if you can guarantee 100% close rate, please send your contract. We probably wouldn’t be too sad to sign it!)

Point 2. You cannot contractually manage an indirect sales force (i.e., independent, commission-based representative companies) the same way you manage direct salespeople, who usually have some component of salary in their compensation; and as a corollary, not every territory should be managed the same way. I see an increasing number of unrealistic “mandated activities and expectations” being added to contracts to try to guarantee activity, whether it is a productive and mutually profitable activity or not. My unscientific research suggests these are often included to try to prevent the reoccurrence of prior bad experiences. (For every action there is an equal and opposite overreaction.) These are typically applied in a “one-size fits all” approach for all representative companies, or all rep salespeople within a company, regardless of the contracted territory, or the salesperson’s account base. My experience also tells me that this approach invariably leads to unmet expectations, potentially with contractual financial penalties.

Point 3. Contractual one-sided cherry picking to compensate for unmet expectations is unfair, unwise and does not guarantee results. The argument is made that not every salesperson within a rep company performs the same (that’s true), so the manufacturer should be able to pick and choose whether to add additional reps for specific areas or accounts, or handle them directly. Does every one of a manufacturer’s products perform the same in the marketplace? (Not likely.) Would it not be fair then, for the rep to be able to cherry pick from a manufacturer’s products and find alternatives at specific accounts for those that don’t perform as well? The rep and the manufacturer are interdependent – growth and performance are the mutual responsibility of both; but cherry picking diminishes the team.

My father taught me to ask, “If I were on the other side of the deal being proposed, would I sign it?” If yes, then consider it a fair deal. Otherwise, it is not. My suggestion to manufacturers is to read the contract you are proposing from the viewpoint of the representative. Does it read like a series of methods to limit compensation? Or mandate activity without regard for compensation? Or does it present a framework for interdependence and the team approach, with opportunity for ROI and mutual benefit?

Now, I recognize that my approach to these topics is naturally biased from the representative’s perspective. I also realize that the representative must always provide value, and nothing in my comments relieves them of that responsibility. In the spirit of teamwork and candid discussion, I have asked my friend, Ken Bellero, president of Schaffner EMC and the manufacturers’ voice on the ERA Executive Committee to shed light on his viewpoint from the manufacturer’s perspective. Please read his insights on page 22.

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> Pushing Forward New Initiatives in the New Year

FROM THE TOP – The Representor, Winter 2022

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

by John O’Brien, CPMR

A lot of times in a new year article, I would take time to look back on everything we’ve been through in the previous year. However, I think enough has been written on 2021, so I’d like to take a run at what I’m looking forward to in 2022.

First and foremost, the 2022 ERA Conference in Austin is shaping up to be a conference the likes of which we haven’t seen in more than 25 years. With over 450 current registrations and an all-star line up of keynote, general session and breakout sessions, this conference will be the first in-person event many of us have attended in almost two years. There is a real pent-up desire to get out and travel and to meet with friends and colleagues as we look at life and business and where it’s going in the future.

Speaking of meeting with friends and colleagues, EDS 2022 is right around the corner. We will head “Back to the Summit” at the Mirage Hotel in Las Vegas from May 10-13. Here we’ll continue to network and strategize on how to mutually grow our businesses, while rekindling old friendships and business partnerships and developing new ones.
When I look internally within the ERA, there are a number of new and exciting things happening within our own organization. First, I’d like to welcome Clare Kluck as our Director of Communications. Like many of you, I’ve already witnessed how Clare came on board and has hit the ground running.

The Executive Committee had a very productive meeting in Phoenix in 2021. I am excited about a number of initiatives coming out of that meeting, some of which have already been announced and are underway:

The ERA Rep Locator is getting a refresh. I’ve seen the initial design and Walter, along with Alan Ahern are diligently working to provide a more accurate, interactive experience with the online locator. Please watch for coming announcements.

Ellen Coan of CC Electro and ERA’s senior vice president of education has launched the Next Generation Special Interest group (NGSIG). This special interest group is looking for talented next-generation employees who are interested in networking with other next-generation reps and discussing various issues in their business life as well as work-life balance. The group will share their persistence, creativity and tolerance for the world as we know it today and help plan for the future. Members of the group will share ideas for improvement and/or changes in the rep business model. This is a great opportunity to help train, motivate and inspire our younger talent in all of our organizations.

I will be heading up a committee to review split strategies in the changing climate of our business. While our customers are shifting to remote work, some are choosing to live somewhere other than where their companies location resides. How do we as reps address this phenomenon and provide guidelines for our industry to fairly compensate all parties?

Cameron English of English Technical Sales and ERA’s senior vice president of industry is working within ERA to research and develop rep contracts, specifically for new and pioneering lines. His goal is to come up with a custom framework that we as reps can view as a guideline on what to try to maintain in a pioneering style agreement.

While 2022 holds a number of uncertainties regarding raw materials, logistics, product availability and the spread of COVID, one thing is for sure: ERA is pushing forward and driving new initiatives all with our membership in mind.

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> What a great year 2021 was … “Wait What?”

EXECUTIVE COMMENTARY – The Representor, Winter 2022

Walter E. Tobin, ERA CEO
wtobin@era.org
T: 617-901-4088

by Walter E. Tobin

No, the above title was not a typo – and I have not [yet] lost my marbles.

Allow me to put aside the tragedy of the sickness and death caused by COVID. With so many of our fellow citizens getting sick and dying, I am not trivializing this loss for our country, our industry and our families.

Having said that, I maintain that 2021 was a great year for most/all of us. Let me try and explain a bit and perhaps even convince you why we are all better off at the end of 2021 than we were at the beginning.

First, we survived. Your company not only survived but perhaps even thrived. Oh, I know how much time we all spent listening to our customers looking for parts; begging us to help them get their supply chain back in shape; trying to expedite open orders; tracking shipments from overseas; becoming experts on shipping costs, locations of cargo containers and the rising costs of shipping a container from wherever to the U.S., etc. Most of your time was spent helping your customers out of jams and getting product to their manufacturing floors so they would build and ship their products to their customers.

But who did you get to talk to at your customers? Who called you to ask/beg you for help? In many cases, customers’ expedites got elevated to Directors, VPs, SVPs and C-Level managers at your customer. These are folks that perhaps you have never spoke to, but always wanted to get to meet who are maybe blocked by the engineers and buyers. Suddenly, they are calling you looking for your help. You worked hard to try and help – developed a dialogue and relationship with them – and if/when you solved their shortage issue, you became a “trusted resource” in their eyes! This would probably have never happened if the chaos of the supply chain did not happen. Thus, you ended 2021 with a whole new set of senior relationships at many of your customers.

We all learned new things and new ways of communicating. Video conferencing technology has been around for over 30 years – yet, did any of us use it as a part of our day-to-day communications before 2020? No! So, what happened? The pandemic hit and we all pivoted to the work-from-home model and BAM! We all started using video conferencing within 30 days. This was the tipping point of mass usage of video conferencing and it is now here forever – accept it and get good at it! Get a professional background, put the dog/cat in another room and close the door. It is a business call!

We also learned new ways of organizing and time management. When did any of us even think of sending out a Doodle poll and then scheduling our own Zoom calls? We learned new ways of delegating; managing our team members who are now remote; trusting them in their ability to do their jobs without being in the office; relying on them. The confidence that you put into them would perhaps have never happened if the work-from-home phenomenon did not occur. I am guessing that you have emerged as a better manager – perhaps more trusting – and they have emerged as better, more productive work-from-home employees, and feeling more confident in their ability due to your confidence in them.

With the arsenal of all of these new things, we need to do a complete inventory of what old things we did that we should/will never go back to and what new things we will continue to do – and get even better at doing them. Do this now. The new normal is already here and has been here for over a year. Do not yearn for the “good old days” – they are gone…forever…this is it! Not only have YOU changed, your customers have changed! They are also doing an inventory of their new skills. They may love the work-from-home model. They are also more productive and may never want to do some of the things they did in the past. Ask them, they will tell you. Work-from-home is here forever in some form or another. Get good at it…get GREAT at it…your competition is getting really good at it!

I often hear: “I cannot wait until we get back to face-to-face selling.” What do you think a Zoom video call is? It is face to face! Yet, some of our folks get on a video call and do not turn their cameras on. It is a video call – cameras on! One of our members has a saying: “If I cannot see you, I cannot hear you!” Turn the camera on, go to your “Money Room.” Get good/better at this, because virtual selling is here to stay! It will be blended with in-person selling going forward.

Your customers will be very stingy in awarding in-person audiences going forward – they already are! If you insist on an in-person visit, you had better demonstrate that your goal and agenda was something that could not have been done via Zoom. You never want to hear during or after a meeting: “This could have been easily accomplished via a Zoom call.” Probably not what you want to hear…especially if you had a manufacturer come in/fly in for the meeting! What do you think your reception will be when you request your next in-person visit?

So, let’s all take a bow here. You led your companies through 2021. We all adapted and then adapted again. We had record results – some due to us, some due to the market. Do not look back – look forward. Get rid of the old ways and get really good at the new ways. Your customers and principals expect and demand it, as well as your employees. They are counting on you to lead and inspire them.

Full speed ahead, and remember: “Think positive and test negative.”

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> White House Weighs in on Semiconductor Shortage

Feb. 2, 2022
Source: Bloomberg News

The Biden administration predicts that a global semiconductor shortage will persist until at least the second half of this year, Bloomberg News reported. Commerce Secretary Gina Raimondo said in January U.S. officials will investigate possible price gouging for chips used by auto and medical device manufacturers. Median inventory for semiconductors has fallen from 40 days to fewer than five days.

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