ERA Membership - Manufacturers
Why the Smartest Manufacturers in the Electronics Industry Belong to ERA

Answering the “WHY?” Question
Ask any manufacturer member of the 72-year-old Electronics Representatives Association (ERA) why his or her firm belongs, and the responses will vary. Just as each manufacturer produces varying products ... for many types of use ... by countless customers across all sectors of the electronics industry ... the reasons for belonging to ERA many and far-ranging. But the bottom line is that ERA helps you better manage, understand and motivate your outsourced field sales force. Thank you for taking the time to read about just some of the ways ERA is a wise investment. (For a cost summary of the savings ERA membership delivers, see the back panel of this brochure.)

MARKETING
To assist member manufacturers with finding qualified professional
field sales representatives and to help rep members sell their principals’ products, ERA offers a variety of resources, tools and programs.

The Locator ...
... is an on-line directory of electronics industry reps, available 24-7 at no charge to manufacturer members worldwide. The Locator offers detailed search capability and data about each rep firm, including product specialization, personnel, optional services, sales volume, top customers and principals. Reps can update their own listings at any time, and manufacturer members can download their search results into their own systems.

Lines Available and Hot Lines ...
... are weekly or instant bulletins sent to ERA rep members to alert them to manufacturers seeking representation. Manufacturer members can list in the Lines Available or Hot Lines Bulletins at no charge whenever and however often they choose. This service alone costs non-member manufacturers $449 for two listings (versus the annual manufacturer membership dues of $595 for unlimited Lines Available/Hot Lines usage and all the other benefits of belonging).

DTAM (Distribution Total Available Market) Reports ...
... are developed annually by several ERA chapters for their territories.

Sales Management and Marketing Tools ...
... are offered to ERA members by a number of highly qualified suppliers who truly understand the outsourced field sales function. ERA members are eligible for discounts on all the resources offered by companies such as Beganto, DataForce CRM, Empowering Systems, RPMS and Vortex Sales Solutions.

ERA’s Customized Survey Service ...
... provides members with the ability to easily create, transmit, tabulate and evaluate Web-based surveys of customers, reps, distributors and/or employees. ERA staff assistance is included in the low cost.

Vortex Rep Management and E-Marketing Tools ...
Vortex Sales Solutions help companies realize their total potential in the North American marketplace. Clients can focus on their core competencies while Vortex concentrates 100 percent on sales and marketing.

EDUCATION
Continuing education is a primary focus of ERA for both its professional field sales representative and manufacturer members. Some of the most valuable learning occurs on an informal, one-on-one basis among members, but organized activities and easily accessible resources, like the following, are also critical.

National Conference and Other Events ...
... for reps and manufacturers offer how-to and informational programs, workshops and networking focused on sales management, marketing and sales/industry trends. A Manufacturer Advisory Committee helps plan the conference programs. Go to the Conference ...

ERA University ...
... provides member firm personnel, family members and others with hundreds of on-line business and personal development courses offered each month for only $79 per course for 12 lessons (24 hours of instruction). Go to University ...

The Representor Magazine ...
... is a quarterly periodical of 36-48 pages produced for electronics industry manufacturers and reps. The content covers: field sales processes; sales and rep firm management; marketing; rep-principal relationships; legal, tax, public relations, sales and technology advice columns; industry news; plus ERA chapter and marketing (product) group news.
Read The Representor ...

Contract and Evaluation Guidelines ...
... are offered free to members (on ERA’s Web site or by mail) for agreements between:

• reps and manufacturers; stocking reps and manufacturers; reps and employees;
• reps and sub-reps.

Also available at no charge are guidelines for:

• manufacturer interviews and evaluations of prospective reps;rep evaluations of prospective principals; forming and operating a rep council;making field visits to your reps; handling split commissions;reporting point-of-sale data;
• forging shared investment plans (to support new companies or product lines)
  

NETWORKING
Many ERA members say their most valuable membership ROI comes from networking with other manufacturers and reps and from building peer relationships across the globe. ERA facilitates networking in several ways.

Locally, Nationally and Internationally ...
... via conferences (where some sessions are programmed exclusively for manufacturers), other events and various types of referrals. This is how many manufacturers: find new reps via and personal contacts; learn how fellow manufacturers are solving current problems; share best practices, e.g., regarding the technology, communications systems and software their peers use and why; and exchange industry information about trends, customers and more.

Trade Show Activities ...
... including special Lines Available Bulletins (in which listings are free for members), business center services, on-site meeting space and programs are provided by ERA at major industry trade shows (e.g., EDS, the NSCA Expo, Electronica and Southcon).

ADVOCATING FOR THE REP SYSTEM AND PROFESSION
ERA is the only organization in the electronics industry that speaks and acts on behalf of your chosen method of going to market – the out- sourcing of your field sales to professional reps. ERA advocates for the outsourced field sales function through The Representor and the previously described Contract, Evaluation and Other Guidelines and Trade Show Activities. In addition, ERA is also committed to these ongoing initiatives.

Advancing and Protecting the Rep Profession ...
ERA joins with the 30+ member associations of the Manufacturers’ Representatives Educational Research Foundation (MRERF), which ERA established in 1985, to continuously support rep firms, the rep profession and the manufacturers who outsource their field sales by: providing articles to industry periodicals about the value of reps to both manufacturers and customers; producing tools reps and manufacturers can use to weigh the rep-versus-direct question; interceding when customers pressure manufacturers to bypass their reps; supporting academic research and working with university business school and marketing department faculties and students to expand their knowledge of outsourced field sales.

CPMR and CSP Programs ...
... are the standards of rep professionalism. ERA members receive tuition discounts on both courses from the Manufacturers’ Representatives Educational Research Foundation (MRERF), which was founded by ERA in 1985 and now includes 30+ associations as sponsors.

The CPMR (Certified Professional Manufacturers’ Representatives) program, for rep firm owners/president/successors, runs one week a year for three years (every January at Arizona State University).

The CSP (Certified Professional Salesperson) program, for rep firm salespeople is a multi-day class conducted in various cities several times each year.

Both courses conclude with formal examinations to earn the highly-respected CPMR or CSP certification. Many manufacturers are learning the value and long-term benefits of encouraging their reps to participate in these programs.

PURCHASING
ERA members receive discounts on a wide array of business products and services, including ERA University, ERA’s Survey Service, major brands of rep-specific sales management and marketing software, tele- communication services, LifeLock identity protection insurance, office supplies, auto rentals and more. Go to Member Services ...

Answering the $$$ Question
So what’s the bottom line, cost-wise, to belong to ERA? Just check out the table below to see what your company receives as a member (compared to non-member pricing) and other potential savings.

Other SAVINGS include ...

• $100 discount on ERA Conference registration feeVarious discounts on software and other products and services from ERA Recognized Resources
• 10% Discount on LifeLock Identity Protection

PLUS ... Manufacturer members have access to these benefits that can only be estimated as PRICELESS!

• Networking and sharing ideas, strategies and tips with experienced reps and fellow manufacturing executives
• Instant assistance from the ERA staff with questions or searches for information

Download Manufacturer Membership Brochure and Application

or, sign up on-line!

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