> ERA CEO Walter Tobin – Optimism versus pessimism: Which camp are you in?
Spring 2017
Source: Electronics Representatives Association, The Representor magazine
Along with all of this optimism at the conference, there was a great deal of uncertainty, perhaps even pessimism, about our industry, the political landscape, world affairs, rep commissions, “manufacturers going direct,” the role of field sales and engineers, branch offices, etc.
We just returned from a GREAT 48th ERA Management and Marketing Conference in Austin, Texas, where we experienced RECORD attendance with record first-timers. There was a great “buzz” about ERA and about our industry — so much so, that we will be DOING IT AGAIN in 2018!
The ERA Conference will be back in Austin at the AT&T Conference Center, Feb. 25 -27, 2018, so block out the dates and register early for what is going to be another great conference designed by YOU — our valued ERA member volunteers.
We had more than 60 ERA member volunteers who helped plan the 2017 conference. Do you want to help make 2018 even better? Join the Conference Planning Committee as we put 2018 together!
Along with all of this optimism at the conference, there was a great deal of uncertainty, perhaps even pessimism, about our industry, the political landscape, world affairs, rep commissions, “manufacturers going direct,” the role of field sales and engineers, branch offices, etc. These are real and serious issues for all of us to wrestle with as we run our perspective organizations.
How do we, or should we try and “balance” both emotions … walk the fine line so to speak between optimism and pessimism? We all need to be open and honest with our organizations, our employees and even ourselves as to what persona we take on and present to the world.
On one hand, we need to run our businesses to the best of our abilities while all of these issues and challenges are coming at us at light speed — if we even see them coming. How many do we miss and have to catch up and address after the fact? On the other hand, we need to be aware of the impact that our persona has on all whom we touch — our families, our “work families,” supplier partners, reps, channel partners and our customers.
If we walk around like the voice of doom, spreading negative vibes to everyone we come into contact with, we impact many folks, perhaps without even knowing it. In some cases, this pessimism may cost us an order, a supplier, a relationship with our rep/channel partner or even a customer! No one likes to hang around or listen to pessimistic folks — they bring even the best of us down.
So, WE decide what camp we are in for 2017. Are we folks who try and overcome what is thrown at them and join the “Make Lemonade out of Lemons” camp, or are we the “Angels of Death” camp that spreads pessimism, fear, uncertainty and doubt to all they touch?
Personally, I want to make lemonade in 2017. At the same time, I am not naïve. These are real and serious issues that we are facing, no question about it. All of us are in the same boat with perhaps a few different versions of the same issue. It is time for us to try and bottle the excitement and esprit de corps that most felt at the conference and USE IT in the real world to address our challenges. We can start by working closer together as ONE INDUSTRY to do what is right for our partners and customers. If we can keep both happy, we will be OK!
Let’s make lots of lemonade in 2017!
ERA NEWS INDUSTRY NEWS COMMENTARIES
> ERA President David Norris – Membership collaboration and involvement drive ERA forward
We certainly face many challenges, but we are strongest together, so please raise your hands, get involved and help us drive OUR association forward in ways that serve our members and our industry!
2017 will be an exciting year for ERA, and I feel most fortunate to take over as president during such a dynamic time for our association.
2016 saw a surge in membership as we added 95 new members, increased the ranks of representatives and manufacturers, and welcomed 11 distributors as this new category of membership was introduced. A number of world class distribution organizations joined to demonstrate their support for and belief in the value of manufacturers’ representatives. We thank each new member for their support and look forward to delivering value to all who have joined our ranks.
The rep value
In the upcoming editions of The Representor, you will be seeing a series of articles centered around the theme, “Why Reps?” where manufacturers and distributors will share their perspectives on why and how the manufacturers’ representative model provides value to their organizations.
Often, we talk about articulating the reps’ value proposition and have a task force, in fact, working on data that can be presented to C level executives to help reinforce that value. The articles to follow will use the voice of industry leaders as they share with us why and how they have thrived working with manufacturers’ representatives. Stay tuned for more to follow as we help reinforce that message through the perspectives of some very successful organizations.
Membership collaboration
2017 also will bring greater collaboration and local programming driven by all three of our constituent members. One of our goals this year, and those to follow, is to increase the opportunities for member participation as we grow the deliverables to our membership through involvement by our membership. The best way to serve members of our association is by having members who serve!
Conference Committee
Many thanks to our 2017 Conference Committee who delivered a program rich in valuable content which drew a record crowd to Austin in February. The feedback from attendees has been received and reviewed, and all indications are that we are continuing to develop a strong momentum and delivering real value through our conferences.
ERA also has welcomed both a manufacturer and distributor to its Executive Committee (XCOM) as we’ve expanded the structure of our committee. Ken Bellero of Schaffner and Chris Beeson of Digi-Key joined the XCOM effective in February and already have begun to provide input and guidance to our team. Both Digi-Key and Schaffner are best-in-class examples of organizations that support and value the rep model. We appreciate their willingness to serve and look forward to them helping shape our efforts to move ERA forward.
There is lots in store for 2017 to be sure. The best way for us to succeed together is through the participation of our members. We certainly face many challenges, but we are strongest together, so please raise your hands, get involved and help us drive OUR association forward in ways that serve our members and our industry! We welcome your participation!
ERA NEWS INDUSTRY NEWS COMMENTARIES