Use this index to browse all issues of The Representor from 2019.
Click to browse Fall 2019 issue …
- Download PDF – Fall 2019 issue
- Cover story – Prepare for success at the 2020 ERA Conference, by Neda Simeonova
- Feature article – Rising stars in the electronics industry, by Neda Simeonova
- Guest Feature article – Why your personal brand matters, by Jackie Mattox, President and Founder, Women in Electronics
- Someone You Should Know – Kingsland Coombs, CPMR, CSP
- Executive Commentary by Walter Tobin, CEO – Out of change and chaos comes opportunity
- From the Top, by Chuck Tanzola, CPMR – And perhaps the rep …
- Where Are They Now? by Harry Abramson – Jim Houck Jr. and Russ Diethert
- Legally Speaking by Gerald Newman and Adam Glazer – Discovery maneuvering is often aimed at wearing down reps in commission actions
- Saleswise by Nicki Weiss – End the boring sales meetings
- News Beat
- Marketing Group Digest: Components * Materials, Assembly, Production & Supply
- Chapter News
- Business Book Review – Seven Stories Every Salesperson Must Tell, by Mike Adams
Summer 2019
Click to browse Summer 2019 issue …
- Download PDF – Summer 2019 issue
- Cover article – Manufacturer or rep: Who is responsible for generating sales leads and how?
- Feature article – Workplace violence: It will never happen here
- Someone You Should Know – Tobi J. Cornell, CPMR
- Executive Commentary by Walter Tobin, CEO – 2019 reflections: ‘Ready, fire, aim
- From the Top, by Chuck Tanzola, CPMR – Insights and observations from EDS
- Where Are They Now? by Harry Abramson – Bernard C. Newman, Jr. and Joel Schwartz
- Legally Speaking by Gerald Newman and Adam Glazer – Empowered sales rep protects his contract rights; delivers strong jolt to breaching principal
- The Subject is Taxing! by Stanton B. Herzog, CPA – The latest on tax developments
- News Beat
- Marketing Group Digest: Components * Materials, Assembly, Production & Supply
- Chapter News
- Business Book Review – Notorious: Business Lessons from History’s Most Ruthless Leaders
Spring 2019
Click to browse Spring 2019 issue …
- Download PDF – Spring 2019 issue
- Cover article – How to reach the distracted customer
- Feature article – Highlights from the 2019 ERA Conference
- Feature article – Scenes from ERA’s 50th Anniversary Conference
- Someone You Should Know – Kevin Davis
- Executive Commentary by Walter Tobin, CEO – ‘You’re gonna need a bigger boat!’
- From the Top, by Chuck Tanzola, CPMR – Moving ERA forward
- Where Are They Now? Recognizing past industry leaders, by Harry Abramson – featuring Bruce Anderson
- Legally Speaking by Gerald Newman and Adam Glazer – Not so fast! Rep’s statutory rights are protected from getting contracted away
- Distributor Update – Smartsizing electronic distribution, from Long Island to the world
- Marketing Group Digest: Components * Materials, Assembly, Production & Supply
- News Beat
- Chapter News
- Business Book Review – GAP Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price, by Keenan
Winter 2019
Click to browse Winter 2019 issue …
- Download PDF – Winter 2019 issue
- Cover article – 2019 Industry Outlook: ERA member survey identifies key trends, challenges and opportunities for the electronics industry this year
- Feature article – Join ERA to celebrate the past and prepare to embrace what the future holds! by John Hutson, CPMR
- Someone You Should Know – Dick Neumann
- Executive Commentary by Walter Tobin, CEO – electronica 2018 delivers a truly unique industry event
- From the Top, by David Norris – A time for reflection and thanks
- From the Floor – How do you manage as a team in today’s environment vs. ‘back in the day’ prevailing individual wisdom?, by Greg Pace
- Where Are They Now? Recognizing past industry leaders, by Harry Abramson – featuring David Locke
- Legally Speaking by Gerald Newman and Adam Glazer – Sales rep statute protects a rep’s earned commissions upon actual and constructive termination
- The Subject is Taxing, by Stan Herzog, CPA – A look at 2018 tax return points
- Saleswise: Monologue — the single biggest mistake salespeople make, by Nicki Weiss
- Marketing Group Digest: Components * Materials, Assembly, Production & Supply
- News Beat
- In Memoriam – ERA mourns the loss of retired CEO Ray Hall
- Chapter News
- Business Book Review – Do Good: Embracing Brand Citizenship to Fuel Both Purpose and Profit, by Anne Bahr Thompson
