> Where Are They Now? Jess Harper and Dave McCoy

Source: Electronics Representatives Association, The Representor Winter 2020 – Where Are They Now?

Honoring those who came before us

I have written hundreds of articles, but admittedly, I find it extremely gratifying to write about and recognize those representatives who laid the groundwork for our proud profession. In this issue, I have had the pleasure to share the history of two highly acclaimed industry veterans: Jess Harper and Dave McCoy.

How many reps do you know who were born in a log cabin? Well, I just met my first! He is Jess Harper, an ERA Hall of Famer and a Vietnam veteran. Dave McCoy, like Jess, has made innumerable contributions to our industry and association as well. Interestingly, but not surprisingly, Dave is still at it. Both Jess and Dave epitomize the qualities of those outstanding representatives who have previously graced this column.

— Harry J. Abramson

ERA CEO Walter Tobin expressed his gratitude to Jess, Dave and all the industry veterans for their commitment and contributions to ERA: “We always want to honor those who came before us … who paved the way for us … who dug wells for us to drink from … and now we need to dig wells for those who follow us. It is our HONOR to recognize you and your great leaders who gave so much to ERA and made it what it is today — a YOUNG and VIBRANT organization!”

Jess Harper

Where is Jess Harper now …

What a lucky guy I am! Born in a Kentucky log cabin and delivered by a midwife I somehow managed to grow and prosper. I love my life, my wife and the business that was so good to me … exceptionally good! Mom and dad were prolific. I am the oldest of eight children. Poverty was commonplace in Kentucky and working for a dollar a day was not unusual. Can you imagine?

My wife Susan and I love south Florida and never take the good weather for granted. We’ve been in the same house for over 40 years. We previously lived in Cincinnati and then on to Indianapolis.

In my youth, I was easily influenced by popular TV shows and wanted to be a cowboy or a lawyer. I also had a passion for sports, but quickly realized that it wasn’t in my future.

Okay, I needed a job so I joined the army and ended up going back to boot camp in Ft. Knox, Ky. There, I won a Pt Trophy, which I won again at Ft. Gordon, Ga.

After active duty, I landed a job with the P.R. Mallory Co. and learned about electronics.

In 1966, I married Susan Dunn; we had two beautiful children. I am a graduate of Indianapolis University (1966) and UCF (1972). Mallory transferred me to Florida at a time that the industry was booming and we broke all sales records. Hot accounts included Cordis who made pacemakers and Motorola. They both used our batteries and capacitors.

Together in 1970, Cameron Cardy, Bill Keikes and I formed CBC Electronics, a components rep company. The team was exceptional! Again, we won many awards and ultimately made good land investments. Susan and I liked travelling and even started our own travel agency. After 10 years with CBC I retired and played golf with friends and associates, but that was short-lived.

I needed to legitimize my expenses, so, if for no other reason I started EPM Corp. in 1980 partnering with Pete Specht and Russ Timmons. The southeast territory continued to thrive and so did we. However, the states needed revenue and created a problem for the rep industry called “A Service Tax.” They were taxing reps, but not our direct sales competition (manufacturers). Our way of going to market was in jeopardy. EPM was profitable, but the tax was a real problem! I started protesting; the Florida Sunshine Chapter of ERA saw my passion and elected me to the Board. Soon after, we won the battle and Florida dropped the service tax; fortunately, other states soon followed.

In order to promote the world of repdom, I saw another way to help by asking to lecture at the university’s engineering department. Here is where I planted the seed that graduating EE’s had a viable opportunity to be a professional salesman.

Our chapter also invited distributors and manufacturers to attend our meetings. We promoted joint sessions with SMTA of which I was president.

It’s around this time that I met Ray Hall, my mentor. Ray knew more about industry associations than anyone I ever met. He was a major player in trade shows. I’m proud to say that I was elected to ERA’s Board of Directors and served as president and chairman. I feel strongly that the year I was president we had the best BOD ever assembled. It was also the year that MRERF was founded. This was funded by White Pin members at the London ERA conference. The Florida Sunshine Chapter donated $5,000, as well as myself. Many rep firms and chapters also contributed. Other milestones in my career included the establishment of CPMR classes at Indiana University and later at Arizona State. I proudly accompanied Ray when he was honored into the Hall of Fame of Association Managers. I served on the Southcon BOD and was a “White Pin.”

Lastly, medical issues are part of my history which included non-Hodgkin’s lymphoma, a pacemaker and diabetes. Fortunately, my cancer is in remission, my pacemaker is working as well as the pills for chemo and high blood sugar. I walk every day and I’m feeling fine. I sold EPM and retired. My greatest sorrow has been the passing of friends and relatives. I currently love to travel, enjoying my computer, reading, watching sports on TV and following the grandchildren’s activities.

Dave and Nona McCoy

Where is Dave McCoy now …

I started my career in electronics working for a regional electronic distributor branch in Memphis, Tenn.There as a very young man I met Jim Cartwright, president of the prestigious Cartwright & Bean Inc. (C&B) rep firm. I was fortunate to be offered a position with C&B working from the Memphis area until we were asked to relocate to New Orleans, La. I worked there for nine years during the 1960s. In 1969, I was transferred to the Atlanta office to become sales manager of our company.

C&B has operated as a manufacturers’ representative since 1932. That is an incredible 88 years! Our company grew to encompass the six Dixie Southeast states of North Carolina, South Carolina, Georgia, Alabama, Tennessee and Mississippi. We later sold our Florida division to our employees. Then I was blessed to receive the great opportunity to serve as president of ERA, president of the Electronic Distribution Show (EDS), and served on many of our principals’ rep councils. I was also one of the reps who advocated point-of-engineering and point-of-sale commission credit. This was not an overnight endeavor and ultimately resulted in fair compensation for all electronic reps.

Furthermore, I am most grateful for being selected into the ERA Hall of Fame. I feel very blessed to have received these honors and opportunities and thank those principals, distributors, and fellow representatives for them.

My wife, Nona, and I have had the great privilege of working with and becoming good friends with industry notables over the years. Among them are James and Betty Cartwright, Everett and Helen Bean, Ray Hall, Bob Trinkle, Bruce Anderson, Gene Foster, John Merchant, Joel Schwartz, Jess Harper and Larry Brown. These are a few of the many special individuals we had the honor of getting to know. They all had a significant influence on my career.

We have not put a date on my retirement as I still feel good, energetic and enjoy our business. Nonetheless, we are preparing for that eventuality.

Being a representative for so many world-class manufacturers has been a richly rewarding profession. I have been blessed to be able to spend my entire career with the same company; one I was ultimately able to own. There were many along the way who helped and many I had the privilege of helping.

by Harry J. Abramson
Founder (Retired)
Electronic Salesmasters Inc.

Harry Abramson founded Electronic Salesmasters Inc. in 1972. He established industry notoriety by virtue of his firm’s peak performance, hundreds of articles and speaking appearances at ERA’s national conferences and chapter meetings and sister trade association MANA. He has an electrical engineering degree from Temple University and entered the electronics industry as an engineer at RCA in Camden, N.J.

His ERA involvement includes serving as vice president of the Components Group and president of the Ohio Chapter. Under his leadership, the chapter was awarded the National Chapter of the Year Award. Abramson recently was recognized with ERA’s prestigious Life Membership Award.

You can reach Harry J. Abramson at 216-406-4119 or email him at hja725@yahoo.com.

> From The Top – It’s 2020 … How’s your vision?

Source: Electronics Representatives Association, The Representor Winter 2020 – From The Top

by Chuck Tanzola, CPMR
The Fusion Sourcing Group Inc.
ERA President
ctanzola@fusionsourcing.com

Each manufacturer, each distributor, each representative and, yes, even each association, must know and understand our unique value proposition, and provide a vision of our value and benefit to the industry daily.

It’s the start of a new year; which signals to me time for goal setting, planning and new resolutions; looking forward to what is to come. It’s also the dawn of a new decade, which compels some to review history; looking backward at what was and creating those “Best Of / Top 10” type lists. Noting that it’s 2020, I also wonder, “At such a time as this, what article would be complete without some discussion of vision?” When we talk of vision, in one sense we’re talking about our clarity in seeing what is (or was); and, in another sense, imagining what is not yet, but could be. With this in mind, here are a few New Year, and new decade observations about our industry and association — looking backward and forward.

While 2019 was not 2018, for the industry it was not a bad year overall. Anecdotally, this seems to be the consensus opinion that I hear expressed throughout our industry. As reports of actual results from 2019 are posted, I believe we will hear sales results primarily within +/-10 percent of 2018 (probably trending more towards minus 10 percent than plus 10 percent); with 2020 forecasts of single-digit growth. As an association, ERA had a strong year in 2019 — posting record numbers in most measurable categories — membership, revenue, volunteerism and activity were all up.

The pressure on profitability — whether manufacturer, distributor, representative, industry service provider or customer — is the single largest issue facing our industry, and it will continue to intensify. These have been turbulent times in our industry — trade policies and related tariff issues have commanded a lot of intellectual and physical resources; the more than minor apprehension (and opinion) associated with Washington politics and the early election season activities that are dominating the news cycle; and recent industry announcements with respect to the formation of a new association (GEDA), changes in franchises and authorizations, and a general challenging of the status quo — have all contributed to a climate of uncertainty. Despite the reasonable market conditions over the past two years, and even though we are engaged in selling the very latest, leading edge electronic technologies, our industry continues to mature structurally, putting ongoing pressure on profitability.

In response to this pressure, organizations will: 1) feel compelled to make changes – to do “something”; 2) challenge every “norm” or convention; and 3) look for immediate results, sometimes at the expense of long-term strategies. Some organizations will look inward – enacting a strategy to focus on core competencies; while others will look to diversify (perhaps through merger or acquisition or collaboration). The push to eliminate redundancy and inefficiency by driving standardization will continue and remain in tension with the need for organizations to differentiate themselves. “Staying the course” will lose its luster as a strategy; though strategies based upon solid, fundamental, foundational principles usually don’t need major overhauls as much as responsive adjustments along the way.

As companies look to seize opportunities for profit and growth, some of their decisions will not be beneficial to their supply chain partners. Each member of the electronics industry could find themselves on either side of this equation, either making a difficult decision impacting a partner, or being subject to a decision by a partner impacting our organization.

It has been said that, “Without a vision, the people cast off restraint …” Each manufacturer, each distributor, each representative and, yes, even each association, must know and understand our unique value proposition, and provide a vision of our value and benefit to the industry daily.

What better way to be part of the discussion and spread a vision of your organization than to participate in industry-wide events — like the upcoming ERA Conference in Austin; like the EDS Summit in Las Vegas; and like the ECIA Executive Conference in October — your industry partners will be there networking. Will you?
Finally, on a personal note, as I was bringing this article on vision to conclusion, an unforeseen event caused me to re-write it. On Thursday evening, Jan. 3, 2020, as all the holiday celebrations were concluding, Julie Baker, who served as Treasurer on the Empire State Chapter ERA Board, was taken from us in a tragic and senseless incident of domestic violence. Julie was vivacious, kind, gentle, and thoughtful. Those of us who served and worked with Julie saw this in her daily and will miss her dearly.

As important as vision is, we must realize that we rarely see everything ahead of us; and maintain perspective in all things. As always, I can be reached at ctanzola@fusionsourcing.com and welcome your comments and feedback. I look forward to seeing you in Austin in a few weeks.

> Executive Commentary – Digging wells and kissing frogs

Source: Electronics Representatives Association, The Representor Winter 2020 – Executive Commentary

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

The new year, let alone a new decade, tends to bring about a new focus and renewed sense of purpose. As we look within to set the tone for the year, one resolution that I would like more of us to embrace is that of GIVING BACK; to do for others in our lives and in our industry without one thought as to “What’s in it for me or my company?” …To help others — even if they are competitors (who often end up as tomorrow’s coworkers, principals or customers); to make our overall industry a better place to live, bring up our families, provide new opportunities for our valued manufacturers; and to enable our customers to remain ahead of their competition. If you keep your eye on helping OTHERS, it will come back to you and your company 1,000-fold.

A real tangible example of this is the annual EDS Leadership Summit, held this year from May 11-15 at the Mirage Hotel in Las Vegas. This is OUR event. This is where our industry gathers to see old friends, make new ones, meet with prospective or existing reps, manufacturers or distributors. This is where we meet to take each other’s pulse on how we are doing for each other, what needs to be fine-tuned to ensure that all of us are successful in 2020.

EDS can be a “death march.” I get it. We complain about all of the preparation prior to getting there; the endless reviews and meetings; breakfast meetings at 0700; running (usually late) up and down the elevators to get to the next meeting; expensive late-night dinners with too much food and overpriced wine; the dreaded “one-and-done” drink at the Still Bar with someone that we didn’t get the chance to see during the day (where we usually also see folks that we have been trying to avoid) … It’s all part of the selling that we do every day.

What a nightmare EDS is! Or is it?

Don’t we secretly LOVE the action, love running around, love seeing our GOOD friends who may have been competitors in the past but are now our coworkers, manufacturers or customers?

Come on … We love it! We thrive on it! The adrenaline that we generate could light up the Strip … and often does.

We go to EDS each year to listen, learn, adjust our plans – all to make sure that WE as leaders are doing all we can to ensure that OUR COMPANY is a trusted resource to our customers and that it remains competitive; all so we can provide a great place to work for all of our employees.

What if we took a year off? What could happen? What would we really miss? The answer is PLENTY!

Do you really want your competitors to learn about the latest products or technology from your principals? Do you want to miss your annual review with your rep or manufacturer principals? The thought of some of us pulling out of EDS strikes at the very fiber of being a good industry citizen. There is an old saying, “You need to kiss a thousand frogs to find a prince or princess.”

They are out there, RIGHT NOW. What better place to kiss frogs than Las Vegas? EDS is full of frogs that are really princes and princesses in disguise. All we need to do is find them.

ERA is a not-for-profit trade association that has been around since 1935. We have over 600 members who are all VOLUNTEERS. They find time out of their precious days and weeks to GIVE BACK to our industry, to mentor new employees, participate in our Teleforums, write articles for The Representor. They hold regular chapter meetings and events, etc. All of us love our industry. We love the action and hope it loves us back!

The 2020 ERA Conference Committee is chaired by Mike Swenson, CPMR, president of Mel Foster Company and Craig Anderson, CPMR, president of Sumer, Inc., is the co-chair. Both men have given several hundred hours to help put on a great 2020 Conference. This does not happen by accident. Together with Erin Collins, events coordinator for ERA National, they have assembled more than 100 VOLUNTEERS on various conference sub-committees. Do you think that these 100 or so volunteers have a lot of spare time to give to ERA and to our industry? No more than any one of us. The difference is that they FIND TIME to invest in our industry and in each other.

We all have the same 24 hours in a day. Those folks that all of us have come to know and to rely on know that, somehow, they will “find the time” to help us and others.

We also know that there are many people who never volunteer or want to give back to others, don’t we? We have all drunk from wells that we did not dig. Who dug them for us? Those that came before us!

At the start of this new year and new decade, we must ask ourselves: What are we doing today to help those who will follow us? What will they say about us? Will we leave the industry better or worse after we move on?

As a part of our membership initiatives, we often lose a member who decides to not renew their ERA membership. I try to call each one and ask them where ERA failed them? Where did I fail them? I often hear: “I got nothing out of it. I never heard from anyone. I do not see any return for my dues investment.”

Perhaps these are all valid points. However, I try and tell all new members that ERA is an all-volunteer army. You will get out of it what you put into it! Get involved in the local chapter and chapter events. Get involved on the Conference Committee. Join our Teleforums. Write an article for The Representor. CALL me to complain. Do something other than sit back and wait for someone to do something for YOU first!

My hope for 2020 is for all of us to SEE clearly what this great industry does for all of us and our companies. It is our responsibility to support EDS and other industry associations and events. Invest your marcom budget in each other and in this great industry.

We owe it to those who came before us who built the industry that we enjoy today. If we don’t give back to this great industry TODAY, what does mean to those who will FOLLOW us, who are relying on today’s leaders to develop tomorrow’s leaders? Adopt the mindset: “How can I help?” versus “What’s in it for me?”

If you poll those folks, who we all know are givers and volunteers, who we can count on to help out, you will find that they and their companies get back way more than they put in. Sometimes industry ROI may be more important that financial ROI, and sorely needed in today’s times.

Help me dig some wells and kiss some frogs at EDS. Thanks for listening.

> Where Are They Now? Jim Houck Jr. and Russ Diethert

Life after the rep business

Our next two ERA notables are truly amazing men! As an example, when I called Jim Houck, a celebrated second-generation rep from Maryland, his wife said, “Sorry Harry, he’s out playing tennis!” Point being, he’s the same energetic guy at 86 who gets up early every morning just as he did during his selling days. Incidentally, please note the portrait of Jim’s dad in the background of his photo. He lived to over 100, a true rep centurion. Obviously, Jim and his father come from a special gene pool.

Our second ERA icon profiled in this issue is Russ Diethert, one of the most celebrated reps that our association has ever had. His many contributions started in the Chicagoland-Wisconsin Chapter and then onto ERA national. He did it all! He is also the first Hall of Famer that I have encountered who retired from repdom and went on to a successful second career. How is that for energy and drive?

I must admit that I am taken back by the extraordinary men whose bios have graced this column. If any readers feel that a fellow ERA man or woman is worthy of recognition in our publication, please do not hesitate to share their name and contact information with me.

— Harry J. Abramson

Where is James ‘Jim’ W. Houck Jr. now …

I am a young 86 year old, born in Frederick, Md., on July 4 (same birth date as my mother). My wife Barbara of 63 years and I have four married children.

My dad was already in the electronics world as a buyer at Bendix Radio in Towson, Md., until after the war. In 1948, he fortuitously went into the rep business. Some early lines were Price Electric, Sarkes Tarzian, Times Wire & Cable and Eastern Devices. They launched dad onto a very successful career path. He was also instrumental in forming the Chesapeake Chapter in 1958.

After proudly serving in the U.S. Marine Corps as a Second Lieutenant, Communications Specialist, I was honorably discharged. In 1960, I joined my father’s company. When our firm was appointed to represent Micro Networks and I was successful in three huge design wins at Westinghouse Defense; needless to say, it became our largest line. I then followed my father’s footsteps by becoming active at the local level. I went through the chairs and became chapter president in 1975 and ultimately served on the ERA Board of Directors.

I attended outstanding conferences in many spectacular places which gave me the opportunity to form many lifelong friendships. This resulted in obtaining many excellent principals. My ERA heroes were Ray Hall, Gerry Newman, Stan Herzog and John Doyle. Ray was a great CEO and a wonderful mentor. I only had the pleasure of meeting Walt Tobin when he visited our chapter meeting. The aforementioned aside, my favorite contact at ERA is Karin Derkacz who would bend over backwards to help on any occasion. She’s a gem! And of course, Tess Hill.

After dad retired, in 1981, I formed Walker-Houck Associates, a third-generation firm, which included my daughter, Janet, and son, Jim Houck III. I’m honored to boast, my son also joined the U.S. Marine Corps and served our country in Okinawa as a crypto-communications officer.

I’m blessed to have traveled to 28 countries. My hobbies are many including coin collecting, matchbooks, Pepsi cans and bottles, bird eggs and beach sands. My sporting interests include swimming (three miles, longest five in Chesapeake Bay), year-round tennis (two to three times a week), scuba diving and skiing in Switzerland, Japan and Canada.

I am indebted to my circle of rep friends and colleagues that included: Tony Faiola, Dave Myers, Bruce Joseph, Richard Shor, Tom Teal, Bob Barnhill, Robert Wilkinson, Gene Rosen and Dick Tidings.

I truly miss my ERA contacts and our association.

Where is Russ Diethert now …

I sit here today, at 77, having totally redefined my definition of old age once again. I still feel that is something in the distant future. Fortunately, I feel like a middle aged man who possesses the life and business experiences of a 77 year old. It’s great to be able to sit back and recall milestone memories like when I was 26. I was in Vietnam and my dad sent me 26 birthday cards and it took almost 26 days for me to get them all.

When Harry called and asked if I would write something about myself for The Representor, I was honored and humbled. I’ve always felt humble about my ERA involvement. Probably because I gained so much from that wonderful experience. Going to meetings, conferences and board rooms put me next to many of the masters of the art of being a multiple line manufacturers’ rep, and boy, did I pick brains!

I can’t tell my story without telling you of my greatest gift. I am the son of Russell S. Diethert (1953 ERA President) who was one of the early reps in Chicago back when we were “The Representatives.” He mastered the art of synergistic selling before it was chronicled by Jack Berman. My dad started in the early 40s after working for another company that went out of business. He figured he couldn’t do any worse on his own. Boy, was he right.

By the early 50s and through the 60s, he represented every item it took to make a capacitor. I mean plastic cans, metal cans, paper, foil, tab stock and rubber seals. He even received a patent for designing a motor start capacitor cover with molded in tab inserts. You see, back then, Illinois, Indiana and New England were the capacitor manufacturing centers. He turned his patent over to one of his principals in exchange for the right to sell their parts to anyone in the business. That led to an office in the Carolinas because capacitor companies began building plants there. That was the first move for them before going offshore.

When I started in the business in 1963, Illinois was still an appliance and TV manufacturing hub. Sunbeam appliance had plants covering almost two city blocks. Not one person today.

Reps have had to become masters at adapting to change with “offshore manufacturing” being the biggest one. It wasn’t so bad when they just moved to the Carolinas.

ERA staff and volunteers worked hard to provide tools to help our members continue to adapt and add credibility to our membership. The Certified Professional Manufacturers’ Representative (CPMR) program was a great example of that. I was glad to be involved during that development and became a CPMR at Arizona State. I think we were the first class there.

My story is not much different than many others who have devoted 40 years to this business and ERA. I purchased the business from my father in 1970. I purchased another firm in 1975 and merged with another in 1985 to form LTD Technologies. In 2002, after my partner and staff voted to merge with another firm, I decided to phase out, which I did in June of 2003.

I had such great experiences on the Chicagoland-Wisconsin Chapter board, the ERA Board of Directors, the EXCOM, the MIDCON show board, the EDS show board and the Grayhill rep council. I was extremely honored to receive the ERA Hall of Fame prestigious award in 1993. I have a memory bank that is full of wonderful experiences. For the most part, participation in all of them gave me fuel to continue to adapt and succeed in the rep business.

The ERA staff at that time, as I’m sure they are now, was an all-pro team. To work with Ray Hall, Jerry Francis, Tess Hill, Karin Derkacz and Janet Hipp was a great pleasure and a great benefit to me and our association. There was a wonderful memorial service for Ray this past May and I was very fortunate to be able to attend.

My oldest son was killed in 1999 at the age of 25 and that took a lot of wind out of my sails. The business became more difficult for me. I figured the new company that my partner formed was on its way to great things so it would be a good time for me to change my life.

In 1987, I had purchased a home on a lake in Watersmeet, Mich., which is in the western most county of the Upper Peninsula of Michigan in the heart of the Ottawa National Forest, which covers about a million acres. Weekend getaways and vacation times were spent there for 15 years. It is truly a piece of God’s Country, but don’t tell anybody.

I wasn’t ready to retire, but I wanted to move up north. So, a second career was in order. I decided to sell fun for a living and purchased a Polaris dealership. At the time they made snowmobiles, ATVs and jet skis. Little did I know that they would be the first company to develop a two passenger ATV, now called Side by Side. The Polaris RZR started a revolution in the off-road vehicle industry. It has been a blast. The great thing is we have over 500 miles of trails in our local system which provides ever-changing riding opportunities depending on the season.

Just like the rep business, I’ve had to adapt to industry changes, demands and a changing market.

This Spring, I sold my business to one of my competitors and am finally RETIRED! It only took me 56 years, but I am happy to report: THERE IS LIFE AFTER THE REP BUSINESS!!! If you would like to reach out, please email me at rfd403@aol.com.

On a sidenote, I’ve enclosed a picture of Maria, my beloved purebred mutt of a companion. I recently had to end her fight against Blastomycosis. It is a terrible fungus that gets in their lungs and is highly fatal. Maria also had it in her nervous system and the vets at the University of Wisconsin Veterinary School clinic worked around the clock to try to save her. What a wonderful, caring staff they have there, but once the disease progressed into her brain, there was no stopping it.

I urge any of you reading this who have pets who spend time in the woods where there might be decaying vegetation to take quick action if they ever develop a deep cough. Maria will not be missed by our local wildlife, but she is definitely chasing chipmunks, squirrels, deer, raccoons and an occasional bear in heaven.

by Harry J. Abramson
Founder (Retired)
Electronic Salesmasters Inc.

Harry Abramson founded Electronic Salesmasters Inc. in 1972. He established industry notoriety by virtue of his firm’s peak performance, hundreds of articles and speaking appearances at ERA’s national conferences and chapter meetings and sister trade association MANA. He has an electrical engineering degree from Temple University and entered the electronics industry as an engineer at RCA in Camden, N.J.

His ERA involvement includes serving as vice president of the Components Group and president of the Ohio Chapter. Under his leadership, the chapter was awarded the National Chapter of the Year Award. Abramson recently was recognized with ERA’s prestigious Life Membership Award.

You can reach Harry J. Abramson at 216-406-4119 or email him at hja725@yahoo.com.

> And perhaps the rep …

Source: Electronics Representatives Association, The Representor Fall 2019, From The Top

by Chuck Tanzola, ERA President
The Fusion Sourcing Group Inc.
ctanzola@fusionsourcing.com

Our industry is experiencing an ongoing period of accelerating change, disruptive sales technologies and volatile events that have led some over time to diminish the essence, value and distinctive character of
the rep.

Certain dates in our history stand out for their collective significance: Nov. 19, 1863 (Somewhat more than four score and seven years ago, but greatly noted and long remembered for a 270 word speech delivered on the hallowed grounds of Gettysburg.); Dec. 7, 1941 (“… A day that shall live in infamy …”); Aug. 28, 1963 (“I have a dream …”); July 20, 1969 (“… One small step for man; one giant leap for mankind …”); and of course, Sept. 11, 2001 … (Do you remember where you were when …?)

Other dates are personally significant; but likely not as universally remembered. For example, do you recall Nov. 10, 1977? Maybe not. But I do. I remember sitting in the audience, a wide-eyed and impressionable freshman, listening to Frank HT Rhodes inaugural address, entitled, “… And Perhaps Cornell” as he was installed as the ninth president of Cornell University.

I remember Rhodes recalling a story from Cornell historian Morris Bishop; who detailed a critical review of American Higher Education by a foreign author who “claimed that only a few American institutions were places of any great distinction.” The only “typical American colleges,” the author concluded, were “Harvard, Yale, Princeton, and perhaps Cornell.” Bishop continued, “Had he sought pure examples of the great popular American university, […], he would have mentioned Michigan, Wisconsin, Ohio State and California. And perhaps Cornell.” Bishop lamented, “Perhaps Cornell! It has always been the fate of our University to be Perhaps Cornell!”

Rhodes went on to state, “… I wonder if those words haunt you as they haunt me. Perhaps Cornell. Perhaps Cornell. And they haunt me not as … judgment of our past but as a challenge and a hope for our future.”

I wonder, in a critical review of the electronics industry if some foreign author might say, “Companies that excel in reaching their customers going forward will do so through the extensive use of SEO and social media; global distribution strategies; artificial intelligence; and perhaps a network of manufacturers’ reps.”

He might continue, “The best market information is found in the big data contained in end to end CRM systems; collected through responsive web sites; monitored in sophisticated lead scoring systems; and perhaps from manufacturers’ reps.”

Perhaps the rep! Is it the fate of our profession to be “Perhaps the rep!”? Our industry is experiencing an ongoing period of accelerating change, disruptive sales technologies and volatile events that have led some over time to diminish the essence, value and distinctive character of the rep. Do these words haunt you as they haunt me?

Perhaps the rep! Should we allow a rapidly changing market to relegate us to accept an industry position of, “Perhaps the Rep”? Or should we take this as an exhortation to embrace changes; responding to the challenges they represent head on. I think the latter.

Perhaps the Rep! Should we shy away from new technologies that threaten to subject us to a long term position of, “Perhaps the Rep!”? Or should we develop a kinship and expertise with these technologies – eliminating any suspicion they could adequately render the role of the rep as secondary. I think the latter.

Perhaps the Rep! Should we allow industry volatility to subject us to always be, “Perhaps the Rep!”? Or is this a time for “Carpe Diem”, seizing the day and the opportunity inherent in the disruptive changes in our industry? I think the latter.

Trusted colleague, fellow rep, chair of the 2020 ERA Conference, and friend Mike Swenson, was recently quoted:

“This year’s conference theme, ‘Takin’ it to the Streets: Succeeding in a Dynamic Market,’ is a metaphor for the core value of ERA and the field-level (street) activities that manufacturers’ representatives are engaged in with customers, distributors and manufacturers to win business, deliver value and produce results.”

Whether you are in attendance as part of what will be a sold out conference or not (and I hope you are); my challenge to every member of the rep community and our Association is the same – take it to the streets; defend our historical value; and demonstrate our ongoing relevance through our performance.

As we do that collectively, my hope is present and future observers will note, “The differentiating factor in the level of sales success for any company is their manufacturers’ rep network … and perhaps their social media proficiency, innovative marketing campaigns and use of big data analytics.”

As always, I can be reached at ctanzola@fusionsourcing.com and welcome your comments and feedback. I look forward to seeing you in Austin, if not sooner.

> Out of change and chaos comes opportunity

Source: Electronics Representatives Association, The Representor Fall 2019, Executive Commentary

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

We have experienced change since the formation of the manufacturers’ rep model, the development and formalization of franchise agreements with distribution and the rise of a multitude of electronic component manufacturers.

Our industry is experiencing a lot of changes just since Aug. 1 — a new global distribution association is being formed, a major semiconductor manufacturer is terminating a global distributor, another semiconductor manufacturer is deciding to “go direct” and away from the rep model in almost all of its North American markets, etc. So much change in such a short amount of time, right?

Wrong!

When did our industry NOT experience change? We have experienced change since the formation of the manufacturers’ rep model, the development and formalization of franchise agreements with distribution and the rise of a multitude of electronic component manufacturers.

Distribution went through a tremendous consolidation beginning in 1980 with two major distributors acquiring over 50 other distributors over the next 30 years or so. Do you think consolidation in the channel is over? Not at all! There will be continued mergers and acquisitions (M&A) moving forward as distributors continue to move into new geographies and garner new franchises via acquisition … so stay tuned!

The manufacturers continue to go through tremendous merger activities in order to acquire new technologies via buying another manufacturer versus developing the technology internally. This merger activity allows for a quicker time-to-market timeline and a boost to shareholder value.

What about the reps? They are also experiencing their own M&A activities due to their desire for larger geographic territories or the desire to gain access to additional manufactures via buying another rep company versus trying to add manufacturers one at a time. Once again, time to market and a quick ROI is driving this activity.

But wait! Is there any downside to all this M&A activity? Of course.

The first impact is the toll that it has on the people — our fellow industry citizens. One of the main goals of any merger or acquisition is to try and capture the combined revenues of both organizations while eliminating the redundant expense. Sort of a nice antiseptic way of saying to lay off people.

Another area that needs to be sorted through is technology or manufacturer conflict. When a distributor acquires another distributor, there are manufacturers who will not “share the shelf” with one of their competitors. Thus, they may terminate the new combined company. Same is true when a manufacturer acquires another manufacturer. There may be a small/medium area of conflict that needs to be rationalized internally.

Manufacturer mergers have had a major impact on the manufacturers’ rep network. Manufacturer A buys manufacturer B; there is a rep “bake off” between the A’s rep and B’s rep; however, the manufacturer wants to choose rep A but they have manufacturer C that has a SMALL conflict with manufacture A. If the chosen rep wants to get/keep manufacturer A/B, they need to terminate manufacturer C – even if C represents a major source of revenue to them and the conflict is so small so to perhaps not even matter in that particular territory! So conflict has been a major product of all of this M&A activity.

Perhaps the biggest impact of the M&A activity has been on the customer. Does anyone even think of the impact on perhaps the most-important person in our industry? Our customers do not like surprises or change They like predictability and consistency. When a rep, distributor or manufacturer changes the sales/engineering coverage of a customer, it usually causes a near-long-term impact on the customer. Some customers work through the changes and in fact may become a stronger or more loyal customer to the new entity. Others may decide to “vote with their feet” and walk away to find a new manufacturer, rep or distributor. We should always keep in mind the impact on anything we are proposing to do on the customer.

So … where is the opportunity that comes out of all of this change and chaos?

It rests in your hands! It is up to YOU to lead your organization though this matrix of challenges. YOU need to continue to “skate where the puck is going” and stay ahead of change … continue to reinvent yourself and your company so YOU will be the winner in any of the M&A activity.

Do you have a strong hiring practice that allows you to continue to “restock the pond,” bringing tomorrow’s sales leaders into your organization? Do you have a formal succession plan in place?

A major way to remain relevant is by differentiating your rep company, distributor or manufacturer so the customer simply cannot afford to remove you from their supply chain. Reps can do this by providing a total solution to their customers’ needs through their manufacturers; provide design services via associated selling linking different technologies into a total solutions selling approach versus advocating one manufacturer at a time. Customers want to get total design help versus one socket at a time … be that rep who delivers this.

Distribution can differentiate themselves by developing unique product offerings; interconnect value added manufacturing, cable assembly, crystal programming, etc. They can also develop a strong design-in model either internally using their own FAE teams … OR … by partnering with the rep community and delivering total solutions selling to their mutual customers. Once the solution is designed in, the distributor can set up a strong supply chain model ensuring risk-mitigation and continuity of supply along with a best-in-class OTD and quality measurements. What good is the best engineering solution if the customer cannot get the product on time? After all, nothing happens until the product is shipped to the customer!

Bottom line: Do not sit back and wait for all this to blow over. It never has and never will. Learn to differentiate your company from your competition. Make it almost impossible for someone to eliminate you from their sales model.

Finally, keep the customer in your camp. At some point, a new organization will ask its customers who should be the new rep or distributor. You want them to pick YOU! This will only happen with lots of hard work and tough skating to where that puck is going … be there before your competition!

Skate away …

> Where are they now? Bernard C. Newman, Jr. and Joel Schwartz

Source: Electronics Representatives Association, The Representor Summer 2019, Where are they now?

by Harry Abramson

We did it again!

All of us at The Representor wonder if we could find ERA’s early cornerstones that helped lay the foundation for our proud association. Well, we did!

This issue features two of our cherished Hall of Famers: Bernard C. Newman, Jr. and Joel Schwartz.

Before you even start reading this WATN (Where Are They Now?) column I feel compelled to share the enthusiasm and energy these two gentlemen radiated. Bernie came across as sharp and energetic just as he did when he carried the proverbial salesman’s bag, and indeed, he was an exceptional salesman. He probably still is!

When I called Joel, I asked his secretary for his cell phone number. She responded, “You just missed him!” Yes, he is still active at 79 years young! I humbly thought that all reps at that age were retired enjoying the fruits of their labors, but au contraire, Joel is still at it because he loves it.

Read on to see why these two guys are phenomenal.

— Harry J. Abramson

Where is Bernard C. Newman, Jr. now …

My involvement with ERA began in 1956 when I was hired by the F. A. Daugherty Co., a Buckeye Chapter member, to cover western Pennsylvania and West Virginia. In 1960, I left to establish the Newman Sales Company, subsequently joining with a half-dozen other Pittsburgh-based reps to form the Keystone Mountain Chapter of ERA. Following several terms as Chapter Delegate, I was elected to serve on ERA’s Executive Committee (XCOM)as the association’s Treasurer. After four years on the XCOM, the last two as senior VP of Activities, I was appointed to the ERA Insurance Trust Board of Trustees, a position I held until becoming ERA’s Chairman of the Board in 1989.

Retirement in 1991 opened the door to a wide range of volunteer opportunities, and at some point in the past 28 years, I have taken advantage of quite a few, including a counselor at a crisis intervention center; taught students pursuing a GED; a reader to the visually impaired; a participant in a medical mission to Guatemala; tutored in our local literacy program; and even served as a tour guide on a WWII submarine! Quite a variety, but each rewarding in its own special way.

None of this journey would have been possible without the love and support of my wife, Nancy. Our marriage of 68 years has produced three daughters, five grandchildren, and so far, seven great-grandchildren. Unfortunately, we’re the only ones left in Pittsburgh, but travelling to places in California and Florida to see them is always great fun, and something we try to do as often as possible.

I have always been proud of my profession and to have been an ERA rep. In April 1991, at the association’s biannual conference in New Orleans, I was inducted into ERA’s Hall of Fame as its 17th member. To be so honored by one’s peers is as humbling as it is gratifying.

ERA enjoys a prominent presence in today’s electronics industry. As every old-timer well knows, such was not always the case! Sustaining the existing level of influence will be an ongoing challenge. I am confident that ERA’s members, and their leaders, are equal to the task.

Where is Joel Schwartz now …

As a manufacturers’ representative since 1965, I’m still proud to be an active owner and President of LCA Sales Company. My wife, Ellen, and I acquired LCA in 1979. Covering New York through Virginia, LCA has sold components, consumer products, sound, signal, A/V and security products with primary focus on security products since the late 90s. LCA has been very fortunate to have extremely knowledgeable, experienced, long-term and loyal employees.

I was born in the Bronx and moved to Yonkers, N.Y., when I was five. I met Ellen when she was 12 and I was 15. We both attended Roosevelt High School. I received my BSEE from Stevens Institute of Technology in 1962. By attending classes after work, I earned my MBA from Fairleigh Dickinson University Business School in 1966 with a double major in Finance and Marketing. My master’s thesis included detailed surveys of how manufacturers’ representatives can obtain new lines and help find principals good reps. These surveys were subsequently included in three articles that I wrote for The Representor in 1967.

Upon graduation from Stevens, I began a career with General Precision, designing and testing inertial guidance systems for Mobile Medium Range Ballistic Missiles (MMRBM) and AJN8 Fighter Planes. This was during the Vietnam War and Cuban Missile Crisis, and I was granted a critical skills deferment and secret security clearance.

Ellen and I were married in 1963 and moved to Little Falls, N.J. In 1965, I was offered the opportunity by Ellen’s father, Paul Nichols, a founding partner at LCA, to work as a sales engineer for the company. This allowed us to return to our native New York and start our family shortly thereafter.

I became active in ERA’s Metro New York Chapter, and in 1979, became a Chapter VP. In 1980, I became ERA’s National VP of the Sound, Signal and Security Division. I attended ERA conferences and XCOM meetings every year, and received ERA’s White Pin Award in 1984. In 1985, I became ERA’s Senior VP.

Over the next few years, I also served on the Board of the National Sound and Communications Association (NSCA) as its Show Committee and Membership Chairman. In 1985-1986, I served as a Director of the Electronics Industry Show Corp. and the Electronics Distribution Show (EDS), and worked to expand MRERF. Rep membership, benefits and participation were always the goal.

In 1987-88, I was appointed ERA National’s VP, Fiscal & Legal, and became President in 1989-90, then Chairman of the Board from 1991-92. Subsequently, I served as Chairman of the ERA Insurance Trust from 1991-92 and helped get ERA’s first Long-Term Care Policy approved.

In my various positions within ERA, Ray Hall was always a good friend and driving force, accelerating my learning curves and productivity. Karin Derkacz, Tom Shanahan, Tess Hill and Janet Hipp were wonderful staff members I could always count on to get the job done right!

Mentors were instrumental in my progress. ERA Legal Consultants, David Fisher and Gerry Newman, were invaluable friends in so many ways. Tim Coakley and Jess Spoonts were always available for top notch professional guidance. Bruce Anderson and David Locke were also very helpful.

My 1994 ERA Hall of Fame Award, presented at PGA National Resort, in Palm Beach Gardens, Fla., was truly the highlight of my business career. Shortly after, Ellen and I purchased an on site condominium and golf membership there, which we still own and use for winter vacations. Over the years, we’ve had some great times during remote ERA XCOM and BOD meetings with Ray and Pat Hall, Dave and Nona McCoy, and others.

Another accomplishment I am proud of was helping create a peer group of rep friends that met periodically in remote locations to brainstorm, discuss creative business ideas and help solve each other’s problems.

In 1967, at LCA, I had the idea and opportunity to create a small cable assembly manufacturing and distribution company that provided unique cables, connectors and assemblies to local dealers. Bi-Tronics (now BTX Technologies) was formed and sold to our son, Gregory, in 2003. An engineer with an MBA degree, he has built it into a prominent company, selling a broad spectrum of professional A/V products internationally. Even better, we’re located in the same building and get to have lunch together when we’re both free.

Back in 2015, Ted Curtin and I decided to try to convince the Security Industry Association (SIA) to accept manufacturers’ reps as associate members. We worked hard to make it happen, and finally succeeded in 2017. It was very gratifying to both of us, and we each received their Volunteer of the Year Award in 2018.

After 56 years (and counting) of a happy marriage with our two children and five grown grandchildren, I’m enjoying any free time we can have together. Ellen is retired, but works harder than any chef, gardener and carpenter, combined, that I’ve ever seen. My favorite pastime for decades has been golf. As an engineer, I’m always experimenting with new swings, unique clubs and training aids. While I was once a 9 handicap, today I play for the pure enjoyment of the game. We also use our timeshare, periodically, in Las Vegas, Newport, R.I., or Catskill Mountain resorts.

ERA has made a huge difference in my life and career. Thanks to everyone who helped and befriended me along the way!

by Harry J. Abramson
Founder (Retired)
Electronic Salesmasters Inc.

Harry Abramson founded Electronic Salesmasters Inc. in 1972. He established industry notoriety by virtue of his firm’s peak performance, hundreds of articles and speaking appearances at ERA’s national conferences and chapter meetings and sister trade association MANA. He has an electrical engineering degree from Temple University and entered the electronics industry as an engineer at RCA in Camden, N.J.

His ERA involvement includes serving as vice president of the Components Group and president of the Ohio Chapter. Under his leadership, the chapter was awarded the National Chapter of the Year Award. Abramson recently was recognized with ERA’s prestigious Life Membership Award.

You can reach Harry J. Abramson at 216-406-4119 or email him at hja725@yahoo.com.