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> Indiana/Kentucky ERA Hosts a Successful Member Meeting in December 2017

Jan. 16, 2018
Source: Electronics Representatives Association

The Indiana/Kentucky Chapter of the Electronics Representatives Association (ERA) held an informative member meeting on Dec. 4, 2017, in Indianapolis.

With the help of audience volunteer Des Schillinger of Schillinger Associates, Inc., the guest speaker, Dwight Howard, demonstrates how cars will see around the corner to avoid unwanted collisions, and steering wheels will follow people’s eye movement and blinking patterns and take appropriate driving actions.

The meeting included presentations — “Intelligent Transportation Systems (ITS) – Active, Safety Features, Connected Driving and Autonomous Driving” and “Delphi Corporate Structure Changes – Aptiv and Delphi Technologies Update” — by guest speaker Dwight Howard, manager of Delphi Electronics Engineering. More than 20 people attended the event.

According to Chapter Delegate Ellen Coan of CC Electro Sales, Inc., Howard discussed the exciting improvements coming to mobility, safety and security in the automotive markets.

“We know for mobility there is EasyPass (toll payment as you drive by) and ParkMobile (pay for parking, and find your parking spot with an app). With the 5G network starting to take form, the communication will only get better,” Coan explained. “Howard’s presentation discussed how V2V (vehicle-to-vehicle) communication will contribute to platooning in the future and large mass transit vehicles will move at high speeds only inches apart.”

About ERA
The 83-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. ERA member representative firms (often called “reps”) provide field sales services on an exclusive basis to manufacturers of related (but non-competing) products in a defined territory. For more information about ERA, visit era.org.

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> In Memoriam – Robert B. (Bob) Dillon

January 15, 2018
Source: Electronics Representatives Association

ERA mourns the passing in August 2017 of Robert B. (Bob) Dillon, the long-time manager of the Spirit of St. Louis Chapter. The World War II Navy veteran joined ERA through the Ensco Rep firm in 1970 and was a leader of the St. Louis Chapter, including serving in numerous offices and as the chapter’s delegate to the ERA National Board. After retirement from the rep business, he began managing the St. Louis Chapter in 2001 and continued in that role until his death. He was both a White Pin and Life Member of ERA. Memorial contributions can be made to the Ronald McDonald House.

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> MRERF releases 2018 calendar of courses

January 15, 2018
Source: Manufacturers’ Representatives Educational Resource Foundation (MRERF)

The Manufacturers’ Representatives Educational Resource Foundation (MRERF) reports that the Certified Professional Manufacturers’ Representative (CPMR) first-year course for 2018 is sold out. The session runs in January at the University of Texas in Austin. Other 2018 programs available from MRERF are: the Certified Sales Professional (CSP) courses that will run March 5-9 in Atlanta, April 2-6 in Dallas, Sept. 10-14 in Denver and Oct. 8-12 in Chicago; plus the Manufacturers Best Practices courses that are slated March 20-21 in Atlanta, May 22-23 in Denver and Sept. 25-26 in Chicago. For details and registration information, go to mrerf.org.

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> Connect the selling strategy dots to engage and reward the sales team

January 15, 2018
Source: Electronics Representatives Association

by Brian Flynn
Vice President of Sales
Sager Electronics

As vice president of sales at Sager Electronics, Brian Flynn leads an organization of 175 inside and outside sales representatives and is responsible for driving his team to achieve Sager’s sales goals. With more than 20 years of experience at Sager, Flynn is well-versed in all areas of the business, from distribution to sales. Many of his years at Sager were spent in sales operations where he is credited with refining and implementing many of the company’s sales processes and reporting. Upon joining sales, he led a number of Sager’s service centers in multiple regions before returning to corporate to join the company’s executive leadership team. Flynn is a current member of ERA’s 2018 Conference Breakouts Sub-Committee.

You can reach Brian Flynn at bflynn@sager.com.

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If distributors can work with reps to supply information that results in reps getting their deserved credit, they emerge as more advantageous partners.

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In our industry today, suppliers want increased value from their distributors, value beyond traditional fulfillment. When that value is delivered in the form of improved design efforts, suppliers have responded by rewarding those efforts with design registrations programs that have largely been successful. This works especially well where the opportunities are discovered, designed and delivered to a customer in a single location.

But how does one motivate and compensate both distributor and manufacturers’ rep salespeople for business that is outsourced or moved outside of their primary sales regions? The answer has primarily been a split commission program, but not enough progress has been made toward a system that rewards opportunity development that leads to a design registration and compensates everyone appropriately.

Distributors may eventually see the quote opportunities emerge from wherever the purchase is taking place, but for reps, if they don’t get the sales in their territory or spend an inordinate amount of time chasing down information, they lose. If distributors can work with reps to supply information that results in reps getting their deserved credit, they emerge as more advantageous partners.

A quality program starts by addressing the sales process from inception to production. The market today is demanding more specialization and specialization costs money. A comprehensive splits program allows for more specialization within the sales team, working backroom engineering while addressing the customer’s point of purchase. Plans should be commensurate with the contributions of each member with design efforts receiving the majority of the reward, but plans should also recognize the service levels required for fulfillment.

Detailed reporting becomes the next pillar of an effective program. The process must allow for early communication, from the team working the design end to the team that will eventually service the business. This is critical in creating customer engagement and future supply chain programs.

The ability to track and reward this design effort without burdening the salesperson with over-documentation allows for more selling time and, therefore, more engaged salespeople. As a distributor, the demand creation aspect of the business often times is a team effort with manufacturers’ representative partners. Manufacturers’ representatives value distributors who cover OEMs where design work is done. The ability of a distributor to provide detailed reporting to a manufacturers’ rep ensures that partners can track business they’ve participated in creating as POS reporting generally lags real time shipments to the customer.

A robust CRM is a critical tool in a split commission program, offering functionality to follow and communicate the work throughout the design process and track book to win business. This is especially so given that organizations may have multiple sales representation involved in a program. With field and inside sales representatives, sales specialists and manufacturers’ representatives all potentially involved in the design to fulfillment process, a distributor’s CRM needs to provide detailed reporting and the necessary tracking to properly compensate all contributors to the win. All of these people involved in the design must be part of the communication flow, and all must be in position to update the opportunity as it develops. To facilitate this, the distributor CRM must contain a base of data of assigned personnel, including the rep in the territory, and the specific folks, both at the rep and distributor, assigned to the OEM and CEM. Also included must be any specialized sales team such as sales engineering or field application engineering, the inside sales team and the managers of all those assigned. When this is done properly and the data are maintained, information flows easily and is inclusive to all the key parties. It also sets up the next evolution, where ideally this information can be provided on distributors POS reports to suppliers.

The sales process can be complex. Take the time to connect the selling strategy dots to engage and reward the sales team. It will definitely pay off in the end.

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> Keep calm and respect sales leads

January 15, 2018
Source: Electronics Representatives Association

by David Foster
Americas Channel Manager
Sensata Technologies

David Foster is the Americas Channel Manager for Sensata’s Industrial Solution business and has been a student of distribution for more than 35 years. He serves on the ERA 2018 Conference Committee and chairs the Sponsorship Sub-Committee.

You can reach David Foster at david.foster@sensata.com.

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How customers get information, what they share, what they want and don’t want have transformed the balance and understanding of when to push and when to step back.

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Few of us have participated in sales meetings where the subject of sales leads does not come up. “We need more leads,” or “Show us follow-up on the leads we’ve given you” are perennial rallying cries heard in virtually every QBR or rep/supplier/channel partner business meeting. As sales professionals, we are constantly hunting for new opportunities, prospects and markets to serve, and rightfully so.

As a manufacturer, we have teams who attend trade shows, study CRM results, analyze point of sale, assist with technical inquiries, process online RFQs, and in general, have oversight responsibility for tracking the global business. Our manufacturers’ reps, like yours, are bright, capable and hungry. Despite our collective zest for exemplary service, however, our customers too often tell us that we either 1) ignore their requests (quite common), or 2) bombard them with additional questions or qualifiers, require registration or cause some other “friction” that crosses the line from being responsive to becoming intrusive.

In this area, our industry has been caught napping, and we need to more quickly recognize, respect and react to the dramatic shifts taking place in our customers’ worlds. How customers get information, what they share, what they want and don’t want have transformed the balance and understanding of when to push and when to step back.

Electronic commerce and Internet retailers have taught us a thing or two about the new concepts of selling. No one likes the idea of being defined by their competition, but it is beneficial to consider for a moment how each of us likes to be treated when we shop in our personal lives. When we want the full service of a salesperson, a call back, or when we just want the information we asked for are probably not much different for an engineer or purchasing professional.

In his book “Digital Body Language,” author Steven Woods covers in detail the difference between inquiries, marketing qualified leads, sales accepted leads, sales qualified leads and closed business. By thoughtfully filtering leads into categories, we as manufacturers accomplish two things: respect for our reps’ time and respect for the customer.

Our reps deserve qualified referrals with real revenue potential, and our customers — large or small — deserve answers, fast. It is simply more practical to place the onus of lead management onto the manufacturer, and own responsibility to honor the hectic pace and day-to-day workload of our manufacturers’ reps. It is the reps who provide access to accounts, projects and decision-makers. As the supplier, we need to respect how that access was earned and can be squandered by mismanaging our reps’ time.

Another sales lead source is not inquiries at all, but rather the sensible tracking of our customer churn — those end users who have trailed off or are new to our business. Some manufacturers weave this function onto their inside sales teams; others have true sales development reps; but again, a reasonable approach is to pass qualified revenue opportunities to reps via the CRM and then track accordingly. A good lead can also be an expiring quote or a suggested upgrade from an existing product.

Manufacturers and reps have an opportunity to collaborate on these ideas in advance and integrate the concepts into the formal lead program.

Prospective buyer sources are not infinite, so let’s treat all inbound inquiries with TLC.

How about this as a message to our fellow suppliers? Respect.

R – Reply to the customer, quickly. Answer the question, interpret the data sheet, send the list of authorized distributors and do whatever the customer asked.

E – Expect no details. Commonly requested information should be shared by us, without hesitation, or conditions, such as answering surveys, registering, etc.

S – Selling while replying is OK. Remind
the customer why we are the best at what we do, how our products outperform, save time and money.

P – Propose an action. Would the customer like a sample? A white paper that explains a concept in greater detail? A follow-up call? The answers here determine if we have permission from the customer to push further.

E – Elevate only the best leads for follow-up and action. Agree with the reps prior at what point they would be expected or want to dedicate time and see the customer.

C – Coaching while replying is OK. Offering tips, options and examples, especially when the customer does not expect it, establishes us as teachers and full-service experts in our field. If the customers want more details, they will know who to call.

T – Thanking while replying is mandatory. Giving the customers a clear path (if you need more information, call, click, etc.) is expected.

With thanks to Aretha Franklin for the above, wishing you all a successful 2018.

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> Get involved, collaborate and help build a stronger association together

January 15, 2018
Source: Electronics Representatives Association

by David Norris
Norris & Associates, Inc.
ERA President
dnorris@norrisrep.com

It is through the process of “associating” that we have the opportunity to network, collaborate, share best practices and help one another in the process.

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Why “associate?” This is an ongoing question as we work to serve members of our association and attract new members to the fold.

At the Electronics Representatives Association (ERA) recent Executive Committee (XCOM) meeting, we had lively discussions about two core subjects near and dear to those who serve ERA: How can we better serve our membership, and how can we engage more of our members to do so?

An active and relevant association requires more than just membership numbers to serve the needs of its members. As with all associations, the biggest challenges are identifying the needs of its constituents and engaging active member participation in order to serve the members. The more we “associate,” the more relevant we become to our members and our industry.

The history of ERA tells the story of many selfless volunteers who took time from their business to help reps become better and more successful.

People like Tim Coakley, Bob Trinkle, Gene Foster, Bruce Anderson, Jess Spoonts, Jack Berman, Scott Lindberg and Lloyd Mullin invested in the formation of the Manufacturers’ Representatives Educational Research Foundation (MRERF), which has educated countless reps over the years as part of the Certified Professional Manufacturers’ Representative (CPMR) program. They did so not for personal gain, but to help elevate the professionalism of manufacturers’ representatives and the image of reps in our industry.

The challenges we face in our individual businesses are likely quite similar. Yet, more often than not, we try to face them alone.

ERA, YOUR association, continues to bring together representatives, manufacturers and distributors to face the issues that challenge us all, together! It is through the process of “associating” that we have the opportunity to network, collaborate, share best practices and help one another in the process. Collectively we strengthen not just our own ability to grow and innovate, but those connections we develop within our industry through involvement in our association.

As the founding fathers of MRERF demonstrated decades ago, the best thing we can do to improve the conditions within which we earn our livelihood is to take the time to invest together toward the betterment of our ecosystem. That is best done through association with our peers and business partners.

Membership is not a spectator sport. Come join us at the table and get involved. We’ll welcome your thoughts and energies, and ERA will be a stronger association as a result!

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> Adopt a ready, fire, aim mentality in 2018 and fire away

January 15, 2018
Source: Electronics Representatives Association

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

No one wants to be associated with a loss or failure. We run away from it because we have been conditioned to be winners at all times and in all things.

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At this time of year, we often take a pause to look back on the past year and reflect on what we did well, what we did not do well and what we failed to do. We also map out things that we want to do in the new year — our annual goals and business plans. It is often during these reflective moments that we “examine our conscience” and ask ourselves, “What role did I play in the accomplishments and failures of the past year?”

Did we take credit for the accomplishments and perhaps blame others for the failures? How much ownership did I/WE take in the whole bundle of successes/failures that our organizations realized in 2017?

There is a saying, “Success has a thousand fathers, failure is an orphan.”

All of us want to be associated with success, to stand proudly in the winner’s circle, to be in the team picture when something great has been accomplished. No one wants to be associated with loss or failure. We run away from it because we have been conditioned to be winners at all times and in all things.

But is this possible? Of course not! There can be only ONE first place winner. Second place is the spot that all of us hate to be in. After all, who wants to be told, “Of all the losers, you came in first.”

Yet, we can still be winners without finishing first!

Many GREAT organizations experience failures throughout the year — missed deadlines, botched implementation plans, lost orders, lost customers, etc. The truly GREAT companies embrace their misses, failures if you will; they learn from them and implement a ready, fire, aim plan of attack; they recalibrate and try again.

If you never want to miss your target, never fire your weapon! But how is that helpful to getting anything done? It isn’t. It fosters a lack of decisiveness and complacency that is evident by all that you touch — either as a manager or a team member of your company. Your organization takes on the personality of its members, trust me! We all can think of organizations that fall into the category of non-risk takers, just marking time, getting along, safe …

How do any of us deal with setbacks or losses? What kind of self-examination will we give each other at year’s end? What grade will we give ourselves and our organizations on Dec. 31? How can we use the past experiences to help us all become a better organization/company in 2018? Are the goals that you had set out to accomplish in January 2017 even considered if/when you do year-end performance reviews? Do you even do annual performance reviews? Most companies don’t … sad.

ERA has had a GREAT 2017. Not a perfect 2017 by any means, but a GREAT year. Thanks to all of you — our valued members.

The staff and I are going to do our own ready, fire, aim analysis before year’s end. We will grade our overall performance as a team. (I bet we are all pretty close on how WE did!) I will then ask the staff to grade me on where I led and where I failed to lead. What do I need to work on for 2018? I hope their grade of me and my grade of myself are close. I will be sure to let you know.

Good luck in your own year-end “examination of your conscience.” It is good for the soul and great for your organization. Adopt the ready, fire, aim mentality. Benefit and learn from your experiences and mistakes, and use them to build an even better organization in 2018. Fire away!

Happy New Year!

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> Charity fundraising calls are not covered by TCPA

January 15, 2018
Source: Howe & Hutton Ltd.

Are you exasperated by pesky calls from fundraisers, despite having signed up for the Do-Not-Call list? Relief may not be on the way. According to the latest newsletter from Howe & Hutton, Ltd., a Chicago law firm that works with many associations, the Northern Illinois U.S. District Court has ruled that charities’ professional fundraisers can solicit funds by phone without violating the federal Telephone Consumer Protection Act. The act’s prohibitions specifically exempt organizations that are recognized by the IRS as tax-exempt and nonprofit. Howe & Hutton points out that this exemption stands even if the fundraising company keeps a large percentage of the revenue it generates.

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> Winter Representor Is Now Online

January 15, 2018
Source: Electronics Representatives Association

The Winter issue of The Representor will be mailed shortly and is now available to preview online, click here.

Remember that you can download a pdf of the entire issue to your computer or tablet for easy viewing at your convenience.

In this issue, don’t miss:

the cover story, “2018 Industry Forecast: ERA survey findings show positive industry growth this year” featuring an ERA member survey conducted in December 2017;
the feature article, “The one percent difference: At 211 degrees, water is hot. At 212 degrees, it boils. So what?” by Liz Beerman, past executive director of MRERF.
the executive commentary “Adopt a ready, fire, aim mentality in 2018 and fire away” by ERA CEO Walter Tobin;
the latest manufacturer and distributor columns — “From the Floor” and “Off the Shelf” — by David Foster of Sensata Technologies and Brian Flynn of Sager Electronics;

… and much, much more!

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> Chicagoland-Wisconsin ERA Introduces New Leadership

January 10, 2018
Source: Electronics Representatives Association

The Chicagoland-Wisconsin Chapter of the Electronics Representatives Association (ERA) elected new chapter officers for the 2018-2019 and 2018-2020 terms.

Chapter members cast their vote in December 2017 naming Tom Trzeciak, of ALT Technical Sales as Chairman; Rick LaPiana of Cain-Forlaw Company as President; Kingsland Coombs, CPMR, CSP, of Control Sales as Vice President/Fiscal & Legal; Marty Linke of Dytec-NCI, Inc. as Vice President/Education; and Joe Braun, CPMR, of EK Micro as Vice President/Membership.

Newly elected directors for the 2018-2019 term are Diana Nawrocki of ESA Technical Marketing and Patrick Pajor of Abbey Sales Corporation. Todd Somers, CPMR, of Somers-Stanton, Inc. and Ron Riesinger of Synmark Sales were elected for the 2018-2020 term.

Chairman Tom Trzeciak expressed his excitement about the new chapter leadership, “2018 will be a great year for the Chicagoland-Wisconsin Chapter of ERA. New leadership at the national level with ERA CEO Walt Tobin has helped energize the chapters. Now we have new leadership at the local level with several new officers and board members. With Rick LaPiana, who has always been involved in ERA, in the president’s seat of the Chicagoland-Wisconsin Chapter, we are looking forward to the New Year and an ever-evolving and improving chapter.”

About Chicagoland-Wisconsin ERA
Chicagoland – Wisconsin ERA is a local resource for continuing education programs, networking opportunities, peer discussion groups and an array of services designed to help improve professionalism and profitability. For more information, visit www.chiwisera.com.

About ERA
The 82-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. ERA member representative firms (often called “reps”) provide field sales services on an exclusive basis to manufacturers of related (but non-competing) products in a defined territory. For more information about ERA, visit era.org.

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> Carolinas ERA Announces New Leadership

January 9, 2018
Source: Electronics Representatives Association

The Carolinas Chapter of the Electronics Representatives Association (ERA) elected new chapter officers for the 2018-2019 term.

Chapter members cast their vote in December 2017 naming Greg Thompson, CPMR, of South Atlantic Component Sales as Chairman of the Board; Buzz Reynolds of Performance Technical Sales as President; Bob Ball of Aurora Technical Sales as Vice President/Finance; Ken Jacobson of Aurora Technical Sales as Vice President/Education; and Penny Hoglund of Alliance Electronics Marketing Group as Vice President/Membership.

New chapter directors for the 2018-2019 term are Bryan Teen of Tech Marketing; Peter Flores of TTI, Inc.; John Hurd, CPMR, of South Atlantic Component Sales; Bob Kirkland of Aurora Technical Sales; Annette Paden of South Atlantic Components Sales; Meara Hamlin of Digi-Key; and Brad Starr, CPMR, of Performance Technical Sales.

National Delegate Bruce Scoggin, CPMR, of Electro-Rep Associates will remain in the position until December 2018.

Chairman of the Board Greg Thompson expressed his thoughts about the new chapter leadership, “Carolinas ERA has two great additions to its leadership team with the recent election of Buzz Reynolds as President and Penny Hoglund as VP of Membership. Buzz was an obvious choice due to his natural leadership skills and his efforts as our VP of Membership. He comes into this new role with great credentials, including the White Pin Scholarship Award. Penny also has been extremely active since joining our board. She served as our DTAM chapter meeting leader among other duties. She is well respected in our industry and hard to say no to — a great fit for the VP of Membership role. The chapter is in great hands for the immediate future!”

About Carolinas ERA
The Carolinas Chapter of the Electronics Representatives Association is dedicated to promoting the representative concept within the Carolinas electronics marketplace. The Chapter hopes to be a resource for its members in establishing and maintaining their respective rep businesses through continuing education, training and interface with government agencies. The government interface in important in order to influence legislation in favor of the representative concept and defeat legislation detrimental to the rep business. For more information, visit www.carolinasera.com.

About ERA
The 82-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. ERA member representative firms (often called “reps”) provide field sales services on an exclusive basis to manufacturers of related (but non-competing) products in a defined territory. For more information about ERA, visit era.org.

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> ERA Welcomes Avnet as its Latest Global Distributor Member

December 22, 2017
Source: Electronics Representatives Association

The Electronics Representatives Association (ERA) announced that Avnet — a worldwide distributor with a comprehensive portfolio of design and supply chain services — has joined ERA as a global distributor member. Avnet is the latest addition to ERA’s fast-growing distributor membership.

Avnet supports companies of all sizes — from small startups to large multinational corporations — to move swiftly and seamlessly from idea and product concept to volume production. It helps customers and suppliers around the world navigate each phase of the product innovation and technology lifecycle and accelerate time to market, drive cost efficiency and manage technological complexity.

“ERA membership provides a foundation for Avnet to work with our rep partners to streamline processes and create programs that will drive maximum efficiency in our relationships,” said Chuck Delph, president of the Americas for Avnet. “Our participation also allows the reps to provide direct feedback to Avnet on current initiatives and performance that oftentimes can help us better serve our customers — which is invaluable.”

Delph added, “Avnet understands the rep model and how to best work within it to drive growth. ERA membership allows us to contribute to both optimizing today’s model for supplier and customer benefit and it also provides the forum to explore future models to drive even greater optimization and growth.”

ERA CEO Walter E. Tobin shared his thoughts on the importance of this partnership: “Avnet is well known for its commitment to helping customers find the optimal path for success. I am delighted to welcome Avnet as ERA’s latest global distributor member.”

About Avnet
From idea to design and from prototype to production, Avnet supports customers at each stage of a product’s lifecycle. A comprehensive portfolio of design and supply chain services makes Avnet the go-to guide for innovators who set the pace for technological change. For nearly a century, Avnet has helped its customers and suppliers around the world realize the transformative possibilities of technology. Learn more about Avnet at www.avnet.com.

About ERA
The 82-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. ERA member representative firms (often called “reps”) provide field sales services on an exclusive basis to manufacturers of related (but non-competing) products in a defined territory. For more information about ERA, visit era.org.

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> 2017 Jess Spoonts – ERA White Pin Scholarship Awarded

Dec. 19, 2017
Source: Electronics Representatives Association

The Electronics Representatives Association (ERA) White Pin Group has announced that John Hutson, CPMR of the Massachusetts-based MacInnis Group is the 2017 recipient of the Jess Spoonts – ERA White Pin Scholarship Award. Hutson will receive a $1,000 grant that can be used to fund his continuing education as a professional field sales representative. He was nominated for the honor by White Pin member Tobi Cornell, CPMR, of Kruvand Associates.

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.

“John Hutson is a passionate, creative volunteer who epitomizes the new generation of rep firm owners involved in ERA,” said Mark Motsinger, CPMR, of Wallace Electronic Sales, a past president of ERA and the coordinator of the White Pin Group. “His accomplishments include serving on the current and several past ERA Conference Committees, many leadership roles in his New England ERA Chapter, assisting with ERA’s participation in the Electronica trade shows in Munich and supporting the Women in Electronics event held earlier this year. He is the ultimate volunteer whom Jess Spoonts had in mind when this award was created.“

When notified of the award, Hutson commented: “I am privileged and honored to have been selected as this year’s Jess Spoonts Award recipient. Although I met Jess early in my career, it is unfortunate that I never really had the opportunity to get to know him. Nonetheless, his reputation as a man of integrity and a visionary was well known among his peers, and his volunteerism within our industry was extraordinary. My mentors, Norman and Ronald MacInnis, instilled in me the same sense of responsibility to give back to our industry in the ethical and profession manner that Jess exemplified. Receiving this award reminds me how important it is to continually strive to be like Jess, and I encourage everyone in our industry to do the same.”

Hutson will receive his award at the 2018 White Pin Group Reunion, to be held on Feb. 25 at the ERA Conference in Austin, Texas.

The ERA White Pin Group was formed in 1960 and is comprised of 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.

This year’s judging panel for the award was comprised of these previous award recipients: Dave Dasson, CPMR, CSP, of Net Sales Company; Bob Evans, CPMR, of EK Micro; Richard A. Hobby, CPMR, of RAH Associates; Jeff Huntsinger of Huntsinger Associates, LLC; Holly Myers, CPMR, of Wallace Electronics Sales; Buzz Reynolds of Performance Technical Sales; Bruce Scoggin, CPMR, of Electro-Rep Associates; and Chuck Tanzola, CPMR, of the Fusion Sourcing Group.

About ERA
The 82-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. ERA member representative firms (often called “reps”) provide field sales services on an exclusive basis to manufacturers of related (but non-competing) products in a defined territory. For more information about ERA, visit era.org.

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> Metro NY Chapter Hosts an Informative Holiday Dinner and Networking Event

Dec. 19, 2017
Source: Electronics Representatives Association

The Metro New York Chapter of the Electronics Representatives Association (ERA) held its annual end-of-year holiday dinner and networking event on Dec. 7, 2017.

More than 35 people attended the event, which featured guest speaker Robert (Bob) Wild, Senior Vice President of Intelligent Product Solutions (IPS), an engineering consulting firm located in Hauppauge, N.Y.

Wild discussed his career path. He started at Symbol Technologies, continued on to BAE Systems and eventually wound up at IPS. He discussed the timeliness of the engineering consulting business based on recent manpower and resource shortages. Wild also indicated that many businesses anticipated to become more reliant on outsourced engineering resources, which could lead to their continued rapid business growth. The discussion followed with an interactive conversation between the attendees and speaker about the impact on business for traceability of designs that involve consultants.

Chapter President Steve Alford of Superior Technical Solutions Corp. shared his thoughts about the event, “This was great networking event. The discussion with Bob Wild brought up many thought-provoking questions. Based on some of the concerns raised by the rep community, Wild said that IPS would look into the possibility of adding a resource to help reps and distributors to identify which parts have recently been purchased or sampled with the goal to assist both their end customer and the rep/distributor community with tracking.”

About ERA
The 82-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. ERA member representative firms (often called “reps”) provide field sales services on an exclusive basis to manufacturers of related (but non-competing) products in a defined territory. For more information about ERA, visit era.org.

About Metro New York ERA
ERA Metro New York was the founding chapter of the Electronics Representatives Association in 1935. For more than 75 years, the chapter has served its members and the electronics industry in the metro New York and northern New Jersey region with educational programs, local trade events and other activities that benefit the professional field sales function and the business partnerships of rep firms, their manufacturer principals, distributors and their mutual customers. For more information, visit www.erametrony.org.

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> Chicagoland-Wisconsin ERA Chapter Hosts Supply Chain Breakfast Panel

Dec. 7, 2017
Contact: Neda Simeonova / ERA Communications Director / nsimeonova@era.org

The Chicagoland-Wisconsin Chapter of the Electronics Representatives Association (ERA) held an informative round table discussion on Nov. 17, 2017, in Elk Grove Village, Ill.

The discussion featured an expert panel, which consisted of a commodity manager from Shure Electronics, a purchasing manager from Doran Scales and a buyer from SPX Genfare.

The experts offered insights about how to work more effectively with supply chain professionals and provided answers to key questions, including: When and how do you decide that you need support from a field sales representative; how can a field sales representative better engage with you; and how has your process for component/supplier selection changed over the last five years?

Tom Trzeciak of ALT Technical Sales and president of the Chicagoland-Wisconsin Chapter moderated the discussion. More than 25 chapter members attended the event.

“It is always important to do “reality checks” and we had that opportunity at the November chapter event with the three supply chain professionals and their candid comments on how they engage with representatives,” Trzeciak said. “For example, there is always a lot of discussion when reps gather of whether or not social media has an increasing influence in how we contact and interface with them. The answer came back pretty firm: ‘not so much.’”

About ERA
The 82-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. ERA member representative firms (often called “reps”) provide field sales services on an exclusive basis to manufacturers of related (but non-competing) products in a defined territory. For more information about ERA, visit era.org.

About Chicagoland-Wisconsin ERA
Chicagoland – Wisconsin ERA is a local resource for continuing education programs, networking opportunities, peer discussion groups and an array of services designed to help improve professionalism and profitability. For more information, visit www.chiwisera.com.

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> ERA Announces 2018 Teleforum Schedule

Dec. 5, 2017
Source: Electronics Representatives Association

The Electronics Representatives Association (ERA) announces the 2018 schedule for its long-standing Teleforum program. 2018 marks the 10th year anniversary of ERA’s educational Teleforum program offered to members.

All Teleforums are presented by Nicki Weiss of Saleswise, sales columnist in The Representor, and are co-facilitated by one or more ERA member manufacturer reps, manufacturers, distributors and/or consultants.

The Teleforums are much like a live broadcast with an interactive element. Attendees can dial in from anywhere while they listen and learn. Members can submit questions to the presenters via email, making the Teleforums very interactive. All registrants receive a recording of the Teleforum audio file that can be used as an educational reference.

The program offers educational topics in a variety of areas that meet the needs of rep, distributor and manufacturer members. The audio files of all past Teleforums are available to members via ERA’s Teleforum Library at era.org.

Below is the 2018 Teleforum Outline:

Feb. 15 Your Digital Image in Today’s Selling Environment
April 19 How Do You Find Customers in New Markets?
June 21 Reviewing Your 2018 Goals
Aug. 2 Effective Professional Development
Oct. 11 Evaluating Your Product Offering
Dec. 6 Topic to be determined.

ERA CEO Walter Tobin shares his thoughts about the long-standing Teleforum program, “One of the main training programs that ERA provides are the bimonthly Teleforums. One of the many benefits of ERA’s membership is having access to the Teleforums and Teleforum Library on our website. Members can sort through various educational topics held in the library. It truly offers a wealth of knowledge on industry related topics.”

“ERA members are hungry for intelligent and interesting conversation. Members are committed to continuous improvement. Teleforums provide an easy way to continuously learn and grow as a leader. Our topics help members stay sharp and relevant in today’s ever changing business world. Please join us in the conversation. You will love what you will learn.” Weiss adds.

The Teleforums are eligible for CEU credit to maintain professional certifications for CPMRs and CSPs.

About ERA
The 82-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. ERA member representative firms (often called “reps”) provide field sales services on an exclusive basis to manufacturers of related (but non-competing) products in a defined territory. For more information about ERA, visit era.org.

About SalesWise
The SalesWise Academy helps leaders and members of their technical sales and sales support teams work together to get the results that make them proud. SalesWise members receive short, easy-to-apply lessons on strategically chosen topics. More information can be found at www.saleswise.ca.

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> ERA Welcomes New Events Coordinator

To All ERA Members and Industry Partners:

It is a pleasure to announce that Erin Collins has joined the ERA staff as our new events coordinator. Erin comes to us with extensive experience in the not-for-profit world in meeting planning for associations and in working with volunteers to produce many types of events.

Over the next few months, Erin will be working closely with Tess Hill to learn the details of managing our national conference, and she will, of course, be in Austin in February. If you are attending the conference, I urge you to meet and welcome Erin. I know you will quickly learn, as all her fellow staffer members have, that she is a marvelous addition to the ERA family and she brings outstanding expertise to our organization.

Once the post-conference activities are concluded, Tess will be fully retiring on or about April 1, and Erin will be taking over the conference responsibilities. She also will be working with many of our chapters on their events and on ERA’s involvement in both EDS and Electronica.

To contact Erin, please email her at ecollins@era.org.

As always, many thanks for your support, and remember … my phone is always on.

Warmest regards,

Walter Tobin, CEO
Electronics Representatives Association
wtobin@era.org
Cell: 617-901-4088

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> Action Alert – Time is running out to save your place at ERA’s 2018 Conference

To All ERA Members and Industry Partners:

ERA’s 49th Management and Marketing Conference, scheduled Feb. 25-27, 2018, in Austin, Texas, is quickly filling up, in terms of both hotel rooms and registration slots. We fully expect this event to sell out very soon, so please act NOW to register and book your room.

Also, SPONSORSHIP OPPORTUNITIES REMAIN AVAILABLE, and your support ensures that your organization will gain maximum promotional value. Plus … if you commit to sponsor by DEC. 8, your company will be listed in the conference ad in the Winter 2018 edition of The Representor magazine.

To access conference details, sponsorship information, the hotel reservation link and the attendance registration form, just go to https://era.org/era-events/era-2018-management-marketing-conference/.

We thank you for your support!

ERA 2018 Conference Committee:
Rick LaPiana, Cain-Forlaw Company, Committee Chair
John Hutson, CPMR, MacInnis Group, Committee Vice Chair
John Beaver, GSA Parallax
Ken Bellero, Schaffner EMC
David Foster, Sensata Technologies
Barbara Jorgensen, Electronic Purchasing Strategies (EPS)
Dawn Lowery, CSP, Sumer, Inc.
Todd McAtee, Mouser Electronics, Inc.
Holly Myers, CPMR, Wallace Electronic Sales, Inc.
John O’Brien, CPMR, Coakley, Boyd and Abbett, Inc.
Bryan White, CPMR, Catalyst Sales, Inc.
Cindy Williams, Vicor Corporation

ERA Staff:
Walter Tobin, CEO
Tess Hill, Conference Coordinator
Neda Simeonova, CrowdCompass Coordinator
Erin Collins, Events Coordinator

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> ERA Announces 2017 Chapter Officers Leadership Training Graduates

Nov. 21, 2017
Source: Electronics Representatives Association .

Chapter Officers Leadership Training workshop on Nov. 9, 2017 in Rosemont, Ill.

The Electronics Representatives Association (ERA) announced the graduates of its Chapter Officers Leadership Training (COLT) program for 2017. Seven chapter leaders gathered for an intensive educational program that offers practical knowledge, tips and ERA insider information about effectively running a chapter. COLT graduates learned about chapter bylaws, member recruitment, hosting events, organizing educational programming and more.

ERA congratulates the following chapter leaders on successfully completing the COLT program:

Mark Bowers, Spirit of St. Louis Chapter
Peter Conlan, Mid-Lantic Chapter
Pat Ferry, Indiana-Kentucky Chapter
Todd Ford, Dixie Chapter
Robert Foertsch, Metro New York Chapter
Mario Rossetti, Arizona Chapter
Bryan Teen, Carolinas Chapter

The program consisted of a webinar on Oct. 24, 2017, followed by a in-person workshop in Rosemont, Ill., on Nov. 9, 2017.

ERA CEO Walter E.Tobin expressed his thoughts about the COLT training program, “The strength of ERA lies in the differentiated chapter structure that exists throughout North America. These chapters work hard to develop programs tailored to the local markets incorporating the color and fiber that makes them unique. In alliance with their distribution partners, together they work hard to deliver best-in-class service to their customers on behalf of their common manufacturers.”

Tobin added, “Our chapters rely on strong chapter leaders to set the tone and direction for the chapter. COLT exposes the chapter leaders to a full array of programs and services that they can take back to the chapter to set the activities and events for the upcoming year. ERA National is grateful for the hard work and dedication exhibited by our chapter leaders: they are the true make up of ERA!”

COLT is coordinated by Bob Evans, CPMR, president of EK Micro and chair of the Chapter Leadership Council, Stephanie Tierney, membership outreach coordinator for ERA, and Walter Tobin, ERA CEO.

About ERA
The 82-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. ERA member representative firms (often called “reps”) provide field sales services on an exclusive basis to manufacturers of related (but non-competing) products in a defined territory. For more information about ERA, visit era.org.

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> ISM CEO Thomas Derry Will Be Guest Speaker at ERA Conference

November 21, 2017
Source: Electronics Representatives Association – www.era.org

Thomas W. Derry, CEO of the Institute for Supply Management® (ISM)

The Electronics Representatives Association (ERA) Conference Committee has announced that Thomas W. Derry, CEO of the Institute for Supply Management® (ISM), will be a guest speaker at its upcoming 49th Management and Marketing Conference, slated Feb. 25-27 at the AT&T Conference Center in Austin, Texas. Derry will present a general session program for all attendees that will focus on global and North American economic trends and projections, particularly in the electronics industry. In keeping with the conference theme, “Tools of Our Trade – Constructing a Successful Future.” Derry will also recommend financial and/or economic resources that attendees can use to make specific decisions about their own businesses.

Barbara Jorgensen, managing editor of EPS News, is the member of the ERA Conference Committee who arranged for Derry’s appearance. She says, “As a business journalist, I’ve been covering ISM’s Report on Business® for years. ISM’s leading index, the PMI®, is widely regarded as the gold standard for manufacturing activity in the United States. The ISM provides one-on-one access to its experts with the release of each report, and I know many major media outlets rely on the PMI® as a key element in their business coverage. Tom Derry and his colleagues are among the most knowledgeable, balanced and accessible experts in the industry, and ERA Conference attendees are sure to walk away with information they can use in their daily business activities.”

ERA Conference Committee Chair Rick LaPiana of the Cain-Forlaw Company adds, “Our committee is thrilled that Tom Derry will be our economic update speaker. His credentials are impeccable and impressive, including his frequent interviews on macroeconomic and business conditions by the Wall Street Journal, The New York Times, CNBC, Bloomberg Television and other business media. We are also very pleased that he wants to network with our attendees to gain their insights about our industry and will be providing us with advice about tools we can tap to make informed decisions for our businesses.”

Further details about the ERA Conference, including sponsorship opportunities and the online registration form, are available at era.org. Registration is being capped this year at 250, and space is filling quickly, so prompt registration is encouraged.

About ERA
The 82-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. ERA member representative firms (often called “reps”) provide field sales services on an exclusive basis to manufacturers of related (but non-competing) products in a defined territory. For more information about ERA, visit era.org.

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