He also chairs the Harris Private Bank Asset Allocation Committee, which determines the strategy for investment portfolios for the bank. Jack joined Harris in 2001 and has more than 25 years of experience in money management. His new book, Reading Minds and Markets: Minimizing Risk and Maximizing Returns in a Volatile Global Marketplace, was just published in July and is a Wall Street Journal best seller. Jack is a frequent contributor to MSNBC, Bloomberg, Barron’s and the Wall Street Journal, and in 2006, he was named one of the top 100 wealth advisors in North America by City Wealth Magazine. Jack holds an AB in mathematics and computer science from Vassar College and an MBA from Boston University. He holds the Chartered Financial Analyst (CFA) designation and is a CFA Institute Charter holder.

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from Allied Electronics, the North American division of the world’s foremost small order, high service level distributor, Electrocomponents. At Electrocomponents, he served in various roles during his 17 year tenure, most recently as Vice President of Marketing at the Fort Worth Headquarters in Texas. Prior to joining Allied, he was General Manager of Electrospeed, a specialist distributor based in the UK. Rob began his career as an EE before transitioning to the domain of sales and marketing where he has built a successful career challenging traditional thinking and theory. Born in Scotland, he now resides with his family in Montreal, the home of Future’s worldwide headquarters.

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accounting firm based in Westchester County, N. Y., where he specialized in the auditing of municipalities, manufacturing companies and not-for-profit organizations before joining his partners. Scott is a highly experienced teacher, college adjunct instructor and seminar leader who has developed and taught many types of courses, including at Fortune 500 companies. He has created and led a course for salespeople, Financial
Analysis for Sales, and he has earned outstanding reviews for the tax planning seminars he presents throughout each year for several associations of manufacturers’ representatives. Scott is a member of the American Institute of Certified Public Accountants as well as the New York State and Connecticut Societies of Certified Public Accountants.

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business clients. His clients range in size from two to 10,000 employees. Pat has also established himself as an expert in employee benefits, having written several white papers for members of the Illinois House and Senate and publishing numerous articles on this subject. Pat continues to keep informed about local and national problems and proposed solutions to the health care situation. He has participated in numerous state and federally sponsored seminars on employee
benefits and medical insurance issues, and he sits on many private insurance companies’ advisory panels. Pat is currently a consultant to the RepCare Insurance Trust and writes the Insurance Info & Ideas column for ERA’s magazine, The Representor. He was inducted into the ERA White Pin Group as an honorary member in 1995.

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services extend to the electronic, electrical and industrial automation industries, as well as the rep community. A number of manufacturers and reps attending the ERA Conference are current clients of Budde Marketing. Before launching his firm, Mike was the national distributor sales manager for Littelfuse, Inc., for 13 years and distributor field sales manager for Grayhill, Inc., for five years. Mike is a past board member of the NEDA Education Foundation and has been a frequent guest speaker at EDS and at conferences sponsored by ERA and the Association of High Tech Distributors.

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Bloomsburg University and received her CPMR designation in 2003. She is a member of the Manufacturers’ Representatives Educational Research Foundation (MRERF) Education Committee and is the current chairman of the board of Empire State ERA. She served as vice chair of the ERA Conference Program Committee from 2005 to 2008, and she is the chair of the 2009 Conference Committee. Also this year, Kathie was selected as the recipient of the Ray Hall Spirit of ERA Award.

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he was elected to the ERA Executive Committee earlier this year as senior vice president/fiscal and legal. Mark has been a program speaker at two Global Supply Chain Summits and many ERA Conferences. He is a past chair of the Wescon Business Conference and in 2006 was one of the first two recipients of the Ray Hall Spirit of ERA Award. He is serving his eighth year on ERA’s Conference Program Committee, which he chaired in 2004. Mark is a graduate of California State University in Chico where he earned a bachelor’s degree in political science.

Conquering Key Emerging Markets - Part I (Renewable Energy)

extensive experience in helping to develop curriculum for customized training sessions and in delivering effective distance learning via the Internet. Jim draws on his teaching experience with a wide variety of clients to provide relevant business examples to his students. He can explain technical concepts in everyday language, and he helps students understand not only how to use software, but also why this understanding can advance their personal and business goals.

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organization brings significant embedded segment specific market knowledge, broad ecosystem support and comprehensive design expertise that enable OEMs and ODMs to accelerate the deployment of Intel Architecture solutions in embedded applications. Since joining Intel in 1981 as a technical sales engineer, he has had responsibilities that include roles in sales and management. Prior to his current position, Rick was director, Americas Enterprise Solution Sales, from 2005 through 2006. In this role, he led Intel America’s Business Development Organization. He was responsible for the direct relationships with Fortune 500 enterprise IT organizations, ISVs, solution providers and telcos. From 1998 through 2004, he was director of Intel’s Americas Embedded and Communications Group. Rick
holds a bachelor’s degree in electrical engineering from Michigan Technological University.

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native attended Trinity College and, while a student there, was featured in the book, How to Succeed in Business Before Graduating from College. He played rugby at Harvard Business School and later played for the Hartford Wanderers before a broken leg ended his rugby career. He has owned several small businesses and in 1982 founded Fox and Company, a marketing consulting firm. His firm focuses on helping clients build lasting value through innovative marketing thinking and analysis. Headquartered in Chester, Conn., Fox & Co. has worked with leading organizations in more than 100 industries throughout the U.S and Europe.

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member of the Wescon show. After Don retired from the rep business in 1996, he traveled to China and established a relationship with a Hong Kong-based LCD manufacturer whom Bob convinced should be selling his products in the U.S. Bob also recommended that the company sell through the new entity that Bob created, SEAComp. That partnership was the beginning of Bob’s transition into the manufacturing side of the industry and his new career.

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Derek founded iSuppli Corporation in order to serve the critical need for data and analysis that can improve the performance of the global electronics industry value chain. iSuppli accomplishes this by gathering and disseminating unique value-chain data,

and by collaborating with its clients to use this information to make smarter business decisions. Besides being iSuppli’s president and CEO, Derek is also acknowledged to be one of the world’s experts on the global electronics industry. His analysis of the electronics value chain is coveted by top executives and key government officials across the globe. Derek’s comments on the electronics industry have received extensive media coverage and have influenced decisions by key corporations. Prior to founding iSuppli, Derek was CEO of International Rectifier (IR), a leading power semiconductor company. Derek earned a BSEE degree summa cum laude from Princeton University and a Ph.D. in Applied Physics from Stanford University as a Hertz Foundation Fellow. He is a member of Princeton’s Engineering School Leadership Council.

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representative and owner/president of the Colorado-based Lindberg Company, the firm founded by his parents, C. Edward and Janet Lindberg in 1963. As a rep, Scott served on many ERA boards and committees and chaired the ERA Conference Committee in 2001. He was one of the first reps to earn the Certified Professional Manufacturers Representative (CPMR) designation and then became a member and officer of the Board of Governors that oversees that program. He was also was a member of the executive committee of the Manufacturers Representative Educational Research Foundation (MRERF). Over the years, Scott created a method to measure the profitability of the lines or products that he represented. He has taught Line Profitability Analysis for a number of years in the second level of the CPMR program, and he has presented seminars for representative associations on a variety ways to determine line analysis and profitability for professional field sales organizations.

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commerce and partner results optimization. He is also an author and frequent speaker at programs and events for reps. Gregg is a past president of the Association of Industry Manufacturers’ Representatives (AIM/R) and has served on the executive committees of the Manufacturers’ Representative Education Research Foundation (MRERF) and Institute for Professional Advancement (IPA). He chaired the AIM/R Technology Committee, the AIM/R EDI Task Force, and was a member of the American Supply Association Center for Advancing Technology Steering Committee.

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From July 1993 to June 1995, he was the director of marketing of Gates Arrow Distribution. Bobby currently oversees a corporate marketing team of 30 people, which is responsible for all ScanSource channel communications in North America.

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Investment Research where he covered equities in the alternative energy sector, primarily solar companies. Prior to his tenure at Goldman, Shyam was a research analyst at The Brattle Group, an economic consulting firm, where his work focused on problems within the electricity industry. Shyam received his bachelor’s degree in mathematics from U.C. Berkeley.

Conquering Key Emerging Markets - Part I (Renewable Energy)

industries. She has held various positions, with increasing resonsibilities, in research and development, manufacturing, quality, product planning and marketing with Motorola, Intel and Medtronic. She holds a Ph.D. in mechanical engineering and an MBA in general management. She is a Certified Professional Engineer and an IEEE Senior Member. Dr. Mercado has published in 60 international journals and conference publications, holds four patents and is the author of a book chapter – “Digital Health and Bio-Medical Packaging.” She has been the invited speaker and a panel leader at various international electronics conferences and has received the Best Paper Award at several leading conferences.

Conquering Key Emerging Markets - Part II (Wireless, Medical Electronics, Power Consumption/Batteries)

office. He is a past president and chairman of ERA and was one of the first recipients of the Ray Hall Spirit of ERA Award. He is now the president of the Electronic Distribution Show (EDS) Corporation. Mark has participated in several rep councils, has worked with several universities on research and survey projects related to the rep function, and is a frequent speaker at industry events, including
ERA Conferences. This year marks his first as the round table workshop coordinator of the ERA Conference. Mark is a proud alumnus of Duke University where he earned two degrees.

Workshop coordinator for all General Sessions.

issues; corporate mergers and acquisitions; leveraged buyouts; business continuation and financing; business counseling; estate planning; intellectual property matters; and trade association activities. He has written numerous articles dealing with rep issues and has conducted seminars for trade and professional associations on manufacturer-rep issues and general business matters. For many years, Gerry has also served as the executive vice president of the Electronic Distribution Show (EDS) Corporation. He earned a bachelor’s degree in mechanical engineering from the University of Illinois at Urbana-Champaign and a doctorate in jurisprudence from Northwestern University.

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and also earned his CPMR designation. Currently, he serves as president of New England ERA and as a member of the ERA 2009 Conference Committee. John chaired the last ERA Conference, held in early 2008.

Conquering Key Emerging Markets - Part II (Wireless, Medical Electronics, Power Consumption/Batteries)

CEO of Intergraph Corporation’s worldwide computer business. Wade is a Distinguished Fellow of the Mississippi State University College of Engineering, holds a B.S. degree in electrical engineering and is a named inventor on eighteen U.S. patents.

Conquering Key Emerging Markets - Part II (Wireless, Medical Electronics, Power Consumption/Batteries)

in growing that company from $1.2 million to $175 million over several years. Chuck is now leading the sales and marketing effort at MicroSun and looks forward to a repeat performance to grow this relatively new company. Chuck has a proven track record and is expanding MicroSun’s sales reach globally.

Conquering Key Emerging Markets - Part II (Wireless, Medical Electronics, Power Consumption/Batteries)

known Fuel Cells 2000 program. He has served as a U.S. Senate aide, advised state and regional governments, non-profit organizations, and the private sector, and supported adoption of environmentally beneficial technologies and policies. Bob wrote Fuel Cells and Hydrogen: The Path Forward, a comprehensive public-private partnership for fuel cells and hydrogen. He has many other writing and speaking credits and is a frequent news source. He received the Fuel Cell Seminar Award in 2004.

Conquering Key Emerging Markets - Part I (Renewable Energy)

working in the power generation sector supervising and managing the installation, maintenance and start-up of GE turbine-generator equipment in both nuclear and fossil power plants. As a field application engineer, he provides technical support and analysis to GE customers and the GE sales organization for GE products and services including GE gas turbines and steam turbines for power generation applications, wind turbine generators, Jenbacher gas engines and solar equipment. Fred is based in the GE Energy office in Lombard, Ill.

Conquering Key Emerging Markets - Part I (Renewable Energy)

Company, a branch manager for Southwest Industrial Supply, and general manager of Wassco. Gary is a past president of Southern California ERA and also was the chapter’s delegate on the ERA Board. Since 2006, he has served as a member of the ERA Conference Committee.

What It Looks Like from the Other Side

million in just over four years, Steve and his groundbreaking strategies for time management and productivity helped rocket Clover to the industry’s #1 position. A large part of the effort was working with independent sales and marketing agencies. His proven ability to leverage technology (including desktops, laptops and mobile devices) is of great value to anyone in need of greater sales and/or productivity results. TurnerTime is comprised of time management tools, techniques and tips to effectively manage e-mails, tasks and projects. Turner Time Management, LLC, is a registered Microsoft Partner.

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trained, certified, and/or coached more than 8,000 business executives, rep firm owners, rep salespeople, corporate sales executives, entrepreneurial business leaders in small to medium sized companies and sales teams of all shapes and sizes. Prior to establishing her firm, she held sales and sales management positions, consistently achieving top-ranking status. The mission of Sa1esWise is to help sales professionals in the rep world take the complication and confusion out of business relationships in order to drive more revenue ... sanely and humanely. Nicki partners with a variety of associations, including ERA, to deliver monthly, free teleforums on a variety of topics around sales and sales leadership. She is also the sales columnist in ERA’s magazine, The Representor.

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