Representor Archive 2018

Fall 2018

• Download pdf of Fall 2018 issue
• Cover article – The customer and the supply chain of the future, by Michael Knight
• Feature article – ‘We don’t do that here’ — Protecting your human capital, by Nancye M. Combs 
• Someone You Should Know – Steve Karr
• Executive Commentary by Walter Tobin, CEO – Time to take stock — the fall harvest of our entire year’s efforts!
• From the Top by David Norris – Establishing a successful rep-manufacturer relationship
• From The Floor – Planning for disaster improves everyday confidence, by Bill Dull, President, Triad Magnetics
• Legally Speaking by Gerald Newman and Adam Glazer – Good facts and good judge support rep’s claim for breach of the duty of good faith and fair dealing
• The Subject is Taxing by Stan Herzog – Overview of proposed regulations on the 20-percent income reduction
• News Beat
• Marketing Group Digest: Components * Materials, Assembly, Production & Supply
• Business Book Review – The One-Percent Edge: Small Changes That Guarantee Relevance and Build Sustainable Success, by Tom Peters
• Chapter News

Summer 2018

• Download pdf of Summer 2018 issue
• Cover article – Looking for talent: Effective tools and strategies to position your company in a competitive market
• Feature article – Three big ways PEOs can help your growing business, by Michael Timmes 
• Someone You Should Know – Todd S. McAtee
• Executive Commentary by Walter Tobin, CEO – EDS 2018: Were you there?
• From the Top by David Norris – Reflecting on EDS 2018
• Legally Speaking by Gerald Newman and Leonard J. Gambino – Buying or selling: Key factors for sales rep agency valuation
• The Subject is Taxing by Stan Herzog – 2018 tax rules for salespeople and autos
• Saleswise by Nicki Weiss – All ears: How to sell more through Level 2 listening
• News Beat
• Marketing Group Digest: Components * Materials, Assembly, Production & Supply
• Business Book Review – The One-Percent Edge: Small Changes That Guarantee Relevance and Build Sustainable Success, by Susan Solovic 
• Chapter News

Spring 2018

• Download pdf of Spring 2018 issue
• Cover article – The value of reps: A renewed look, by Cesare Giammarco and John Simari
• Feature article – Reaching profitable rep interns, by Liz Beerman
• Feature article – ERA’s 49th Management and Marketing Conference delivered many useful tools to attendees
• Someone You Should Know – Greg Thompson, CPMR
• Executive Commentary by Walter Tobin, CEO – The rock is back at the door! 
• From the Top by David Norris – Bringing value and resources are key to customer access and engagement
• From the Floor – Productive paranoia: Understanding what customers value, by Tom Wichert Executive Vice President of Sales and Marketing TDK-Lambda Americas
• Off the Shelf – Our industry is transforming. Are you? by Phil Gallagher President, Core Distribution Business, Avnet
• Legally Speaking by Gerald Newman and Adam Glazer – As a public service, rep lawyers offer free advice to principals
• The Subject is Taxing by Stan Herzog – New tax law: Interpreting key changes and their impacts in 2018
• News Beat
• Marketing Group Digest: Components * Materials, Assembly, Production & Supply
• Business Book Review – Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants, by Paul Cherry
• Chapter News

Winter 2018

• Download pdf of Winter 2018 issue
• Cover article – 2018 Industry Forecast: ERA Surevy Findings Show Industry Growth This Year
• Feature article – The one percent difference: At 211 degrees, water is hot. At 212 degrees, it boils. So what? By Liz Beerman
• Someone You Should Know – Bill Romick
• Executive Commentary by Walter Tobin, CEO – Adopt a ready, fire, aim mentality in 2018 and fire away
• From the Top by David Norris – Get involved, collaborate and help build a stronger association together
• From the Floor Keep calm and respect sales leads, by David Foster Americas Channel Manager
• Off the Shelf – Connect the selling strategy dots to engage and reward the sales team, by Brian Flynn Vice President of Sales, Sager Electronics
• Legally Speaking by Gerald Newman and Adam Glazer – Sales rep prevents improper termination with rare injunction
• The Subject is Taxing by Stan Herzog – IRS changes — some pointers for the immediate future
• News Beat
• Marketing Group Digest: Components * Materials, Assembly, Production & Supply
• Business Book Review – Find the Fire: Ignite Your Inspiration and Make Work Exciting Again, by Scott Mautz
• Chapter News