Representor Archive 2015

Fall 2015

• Download pdf of Fall 2015 issue
• Cover Story – How ERA members have improved their companies this year
  
• Feature Article – Introducing … ERA’s New CEO, Walter E. Tobin
• Someone You Should Know! – Ben Barden
  
• Executive Commentary by Tom Shanahan – Thanks for the memories of many wonderful years!
  
• From the Top by Dan Parks, CPMR – There’s good news on two fronts this fall for both ERA and reps
  
• From the Association Round Table by Bob Terwall – What I’ve learned about the impacts of rep commission cuts
  
• Legally Speaking by Gerald Newman and Adam Glazer – Death, disability, retirement: Putting the success in succession planning
  
• Sa1eswise™ by Nicki Weiss, Certified Professional Sales Management Coach and Master Trainer – How and why we should all stop multi-tasking
  
• The Subject is Taxing! by Stanton B. Herzog, CPA, ERA Tax, Audit & Accounting Consultant – New for 2015: The tax code doesn’t get easier!
  
• Business Book Review by Dan Beaulieu – Behind Be Your Customer’s Hero: Real World Tips and Techniques for the Service Front Lines, by Adam Toporek
  
• Chapter News – News and events from ERA’s Chapters
• Marketing Group Digest – Electronic Systems Integration * Instrumentation, Automation & Controls * Materials, Assembly, Production & Supply
  
• Tech Tools and Tips by Terry Brock, Marketing Coach – Every salesperson needs these seven tools for success today
  
• News Beat – Industry news and events

Summer 2015

• Download pdf of Summer 2015 issue
• Cover Story – How Reps Can (and Should) Be Learning Leaders
  
• Someone You Should Know! – Dave Berryman
• Executive Commentary by Tom Shanahan – ‘Issue Challenges’ project will make ERA a stronger advisor
  
• From the Top by Dan Parks, CPMR – Starting out … with great gratitude … and a few comments about EDS
  
• From the Association Round Table by Bob Terwall – House accounts: Why and how to handle them fairly
  
• Legally Speaking by Gerald Newman and Adam Glazer – Avoiding the pitfalls of personal liability when making management decisions
  
• Sa1eswise™ by Nicki Weiss, Certified Professional Sales Management Coach and Master Trainer – Here are 11 things that the best bosses believe
  
• In Memoriam – ERA Mourns …
• The Subject is Taxing! by Stanton B. Herzog, CPA, ERA Tax, Audit & Accounting Consultant – Courts react to better economy
  
• Business Book Review by Dan Beaulieu – Behind Every Good Decision: How Anyone Can Use Business Analytics to Turn Data into Profitable Insights, by Piyanka Jain and Puneet Sharma
  
• Chapter News – News and events from ERA’s Chapters
• Marketing Group Digest – Electronic Systems Integration * Instrumentation, Automation & Controls * Materials, Assembly, Production & Supply
  
• Tech Tools and Tips by Terry Brock, Marketing Coach – Check out these indispensable tools for the road warrior
  
• News Beat – Industry news and events

Spring 2015

• Download pdf of Spring 2015 issue
• Cover Story – What Makes the Strongest Three-Way Rep / Manufacturer / Distributor Partnerships?
• Someone You Should Know! – Mark Peterson, CPMR
• Executive Commentary by Tom Shanahan – Why and how to increase the power of ERA’s “voice”
• From the Top by Paul Nielsen, CPMR – Key changes are coming … for both EDS and ERA
• From the Association Round Table by Bob Terwall – Assessing your work-life balance is a worthwhile exercise
• Legally Speaking by Gerald Newman and Adam Glazer – A horseshirt case: Equine clothing maker can’t avoid trial with reps
• Sa1eswise™ by Nicki Weiss, Certified Professional Sales Management Coach and Master Trainer – Use “great” or “garbage” ratings to identify what needs attention
• Special In Memoriam – ERA Mourns …
• The Subject is Taxing! by Stanton B. Herzog, CPA, ERA Tax, Audit & Accounting Consultant – Updating recent actions and the results of an “embattled” IRS
• Business Book Review by Dan Beaulieu – EVERGREEN: Cultivate the Enduring Customer Loyalty That Keeps Your Business Thriving, by Noah Fleming
• Chapter News – News and events from ERA’s Chapters
• Marketing Group Digest – Electronic Systems Integration * Instrumentation, Automation & Controls * Materials, Assembly, Production & Supply
  
• Tech Tools and Tips by Terry Brock, Marketing Coach – How to increase sales using the power of portable technology
• News Beat – Industry news and events

Winter 2015

• Download pdf of Winter 2015 issue
• Cover Story – Up Down or Flat in 2015?
• Someone You Should Know! – Ken Bellero
• Executive Commentary by Tom Shanahan – New Year’s resolutions: Here’s what to say ‘yes’ or ‘no’ to in 2015
• From the Top by Paul Nielsen, CPMR – Looking back and ahead … and the questions that bring on ‘hmmms!’
• From the Association Round Table by Bob Terwall, ERA Association President – Your company can ‘borrow’ this ERA chapter’s planning process
• Legally Speaking by Gerald Newman and Adam Glazer – A rep’s telltale signs of looming termination: What can be done?
• Sa1eswise™ by Nicki Weiss, Certified Professional Sales Management Coach and Master Trainer – Some rep firm bosses need to look in the mirror
• Special In Memoriam – Goodbye to Jim Kimball
• The Subject is Taxing! by Stanton B. Herzog, CPA, ERA Tax, Audit & Accounting Consultant – Here are the 2014 issues that will affect 2015 taxes
• Business Book Review by Dan Beaulieu – The Truth Doesn’t Have to Hurt: How to Use Criticism to Strengthen Relationships, Improve Performance and Promote Change, by Deb Bright
• Chapter News – News and events from ERA’s Chapters
• Marketing Group Digest – Electronic Systems Integration * Instrumentation, Automation & Controls * Materials, Assembly, Production & Supply
  
• Tech Tools and Tips by Terry Brock, Marketing Coach – Follow these tips to learn new technology (or anything else, for that matter)
• News Beat – Industry news and events