Representor Archive 2016

Fall 2016

• Download pdf of Fall 2016 issue
• Cover Story – Start-ups: A systematic approach to growth, by Alex Gabbi
• Feature Article – Building the bridges: Manufacturing to reps to end users, by Liz Beerman
• Feature Article – Why certify? by David Dasson
  
• Someone You Should Know! – Brook Merchant
  
• Executive Commentary by Walter Tobin, CEO – Fasten your seat belts, folks!
  
• From the Top by Dan Parks, CPMR – One rep’s plea for more consultative partnerships
• Consultant’s Corner by Cesare Giammarco – Ecommerce and manufacturers’ reps ensuring success after the first ‘click’
  
• Legally Speaking by Gerald Newman and Adam Glazer – Clean sweep in commission action
  
• The Subject is Taxing! by Stanton B. Herzog, CPA, ERA Tax, Audit & Accounting Consultant – A review of recent personal tax items of interest
  
• Tech Tools and Tips by Terry Brock, Marketing Coach – Relationship marketing: how to ‘shut up and dance with me’ for salespeople
  
• Sa1eswise™ by Nicki Weiss, Certified Professional Sales Management Coach and Master Trainer – How to find ‘A-players’ when interviewing rep candidates
  
• News Beat – Industry news and events
• Chapter News – News and events from ERA’s Chapters
• Business Book Review by Dan Beaulieu – Sales Manager Survival Guide: Lessons from Sales’ Front Lines
• Marketing Group Digest – Components * Electronic Systems Integration *  Materials, Assembly, Production & Supply

Summer 2016

• Download pdf of Summer 2016 issue
• Cover Story – Cost of sales: The performance bar has been raised, by Tom Wichert
• Feature Article – Best practices to avoid getting blacklisted, by Norman Wright, Jr.
  
• Feature Article – ERA to support the rep advantage at Electronica, by John Hutson, CPMR
  
• Someone You Should Know! – Bryan Teen
  
• Executive Commentary by Walter Tobin, CEO – ERA in action: taking a glance back and a peek forward
  
• From the Top by Dan Parks, CPMR – It is critical to view sales as an investment, not an expense
  
• Legally Speaking by Gerald Newman and Adam Glazer – Risk analysis leads court to overturn unfriendly reading of rep contract
  
• The Subject is Taxing! by Stanton B. Herzog, CPA, ERA Tax, Audit & Accounting Consultant – IRS releases new updates on auto deductions and Affordable Care Act
  
• Tech Tools and Tips by Terry Brock, Marketing Coach – Learn how live video can build and maintain marketing relationships
  
• Sa1eswise™ by Nicki Weiss, Certified Professional Sales Management Coach and Master Trainer – What honeybees can teach about decision-making in rep firms
  
• News Beat – Industry news and events
• Chapter News – News and events from ERA’s Chapters
• Business Book Review by Dan Beaulieu – 75 Ways for Managers to Hire, Develop and Keep Great Employees, by Paul Falcone
• Marketing Group Digest – Components * Electronic Systems Integration * Instrumentation, Automation & Controls * Materials, Assembly, Production & Supply

Spring 2016

• Download pdf of Spring 2016 issue
• Cover Story – Highlights of the ERA Conference Keynote: Building Relationships with Connected Customers
• Feature Article – Introducing … ERA’s New Rep Sales Agreement
  
• Someone You Should Know! – Jim Gleason
  
• Executive Commentary by Walter Tobin, CEO – 2016 is shaping up to be a great year for ERA!
  
• From the Top by Dan Parks, CPMR – ERA’s Conference Committee hit a home run with recent event
  
• Legally Speaking by Gerald Newman and Adam Glazer – Court awards rep post-termination damages with a nod to ERA
• The Subject is Taxing! by Stanton B. Herzog, CPA, ERA Tax, Audit & Accounting Consultant – Form 1099: New 2016 IRS developments are of concern
• Tech Tools and Tips by Terry Brock, Marketing Coach – Use these five steps to develop your ‘hustle muscle’
• Sa1eswise™ by Nicki Weiss, Certified Professional Sales Management Coach and Master Trainer – How to navigate paradox when making business decisions
• News Beat and In Memoriam – Industry news and events
• Chapter News – News and events from ERA’s Chapters
• Business Book Review by Dan Beaulieu – Talking to Crazy: How to Deal with the Irrational and Impossible People in Your Life, by Mark Goulston
• Marketing Group Digest – Components * Electronic Systems Integration * Instrumentation, Automation & Controls * Materials, Assembly, Production & Supply * RF/Microwave & Wireless

Winter 2016

• Download pdf of Winter 2016 issue
• Cover Story – Meeting key business challenges in 2016
• Feature Article – From the brink to a new era for ERA … Thank you, Tom Shanahan!
  
• Someone You Should Know! – Gregory Pace
  
• Executive Commentary by Walter Tobin, CEO – Recapping my first 90 days as ERA CEO
  
• From the Top by Dan Parks, CPMR – This is the ideal time to develop your business plan for 2016
  
• Legally Speaking by Gerald Newman and Adam Glazer – Breaking up is hard to do, but defaming the outgoing rep carries consequences
• Business Book Review by Dan Beaulieu – Leading with Cultural Intelligence: The Real Secret to Success, by David Livermore
  
• Sa1eswise™ by Nicki Weiss, Certified Professional Sales Management Coach and Master Trainer – Check out these favorite videos from TED Talks and YouTube
  
• News Beat – Industry news and events
  
• The Subject is Taxing! by Stanton B. Herzog, CPA, ERA Tax, Audit & Accounting Consultant – Reviewing early developments and IRS rulings for 2016
• Tech Tools and Tips by Terry Brock, Marketing Coach – Debunking five common myths about social media
• Marketing Group Digest – Components * Electronic Systems Integration * Instrumentation, Automation & Controls * Materials, Assembly, Production & Supply
  
• Chapter News – News and events from ERA’s Chapters