The ‘24 Extra Hours’ program and schedule ...
... are designed to allow attendees to gain maximum benefit from both the formal program sessions and many networking opportunities.

Many general sessions will include workshop discussions. Breakout (small group) seminars are structured to allow plenty of interaction. Following are brief details of major sessions. Except where noted, ALL programs are for ALL attendees.

W E D	1:30 - 3:15 p.m.	Opening General Session: AN ECONOMIC UPDATE ... IN LAYMAN’S TERMS - Speaker: Dr. Martin Regalia, Chief Economist, U.S. Chamber of Commerce Marty Regalia, the only speaker in recent ERA Conference history to earn a spontaneous standing ovation (at Keystone 2003) accomplishes the rare feat of explaining complex economic concepts in layman’s terms. Expect up-to-the-minute, clear views of everything from consumer confidence to unemployment to government regula- tions. Plus, he’ll deliver insights about what to expect in the near future and how it will impact your business.
	3:30 - 4:45 p.m.	Breakout Seminars - one time slot
	5:00 - 6:30 p.m.	Welcome Reception
T H U	8:00 - 9:30 a.m	General Session: WHERE IS THE ELECTRONICS INDUSTRY HEADING ... AND WHY? - Speaker: Craig Conrad, Senior VP / Chief Marketing and Strategic Planning Officer, TTI, Inc. EDS 2007 attendees who were lucky enough to hear Craig Conrad’s industry overview are still talking about it! Don’t miss this all-industry update and preview of what the electronics world can anticipate in 2008.
	9:45 - 11:15 a.m.	General Session: MEETING THE CHALLENGE OF CHANGE IN TODAY’S SALES FUNCTION: WHAT VALUE DO (AND SHOULD) REPS DELIVER? Moderator: Bob Terwall, retired President of Cherry Electrical Products; Panelists: Doug Canterbury, Luscombe Engineering; Steve Cholas, Group Publisher, Hearst Electronics Group; Robert Logan, CPMR, Kruvand Associates, Inc.; Dick Neumann, National Sales Manager, Grayhill, Inc.; and Scott Schafer, Senior Vice President of Sales and Marketing, Pelco From a report on customer preferences in today’s marketplace to table discussions of what changes you’d like to see in your reps or principals, this multi-faceted program covers an array of key questions, including: What do customers really need from suppliers and reps? Is the traditional sales function still necessary? What value do reps bring to the sales process? How are reps gaining critical “face time” with customers? What should principals really expect of today’s reps? Be prepared for some lively debate!
	11:30 a.m	Lunch & General Session: NON-DISCLOSURE AGREEMENTS: WHAT, WHY AND HOW? - Speaker: Gerald M. Newman, ERA Legal Counsel NDAs are in the news and on many minds today as companies strive to ensure their intellectual property is pro- tected. Gerry Newman delivers a timely update on what an NDA should (and should not) be, what to look for and what to avoid. Come ready with your questions for the industry’s top legal eagle!
	1:00 - 3:45 p.m.	Breakout Seminars - two time slots
	4:00 - 5:15 p.m.	General Session: DIVERSIFICATION: WHO’S DOING IT ... WHY ... AND HOW? Moderator: Paul Nielsen, CPMR, Brainard-Nielsen Marketing; Panelists: Ken Bellero, National Sales Manager, Schaffner EMC; Ted Curtin, CPMR, Repworks, Inc.; Sean Harrigan, Senior Vice President, Laird Technologies; and David Rossi, Empire Technology Group This session delivers fresh ideas on how to modify your company focus to improve profitability. The interaction between reps and manufacturers is intended to address options now being pursued by some companies as well as concerns about diversification methods that may be viewed as damaging the rep-principal relationship.
	6:30 - 9:30 p.m.	Conference Theme Party: “24” Goes to the Races! (Optional event - not included in registration fee)
F R I	8:00 - 9:30 a.m.	General Session: GEN Y: ARE THEY READY FOR THE REAL WORLD? - Speaker: Nancy Barry, Author of When Reality Hits: What Employers Want Recent College Graduates to Know Don’t think you need to worry about “twenty-somethings” and their impact on YOUR business? Time for a reality check ... you DO! Even if you do not employ younger workers, you are or will soon be dealing with them among your rep, principal and/or customer contacts. Nancy Barry uses humor and her extensive experience with Gen Y to improve your business relationships with this smart, opinionated group in today’s work force.
	9:45 - 11:00 a.m.	General Session: INCREASING YOUR SALES FORCE EQ Speaker: Dr. Daniel McQuiston, Professor of Marketing, Butler University, and Director of Education, Manufacturers’ Representatives Educational Research Foundation (MRERF) Research shows that IQ is responsible for only about 10 percent of business success. Instead, the vast majority of success can be traced to emotional intelligence – EQ – the extent to which you understand yourself and others and how you use that EQ in your business. In sales, EQ is critical. In this information-packed program, you’ll learn how to better understand yourself and how to better understand and approach your customers.

Breakout seminars at the Conference
will include ...

• Avoiding Legal Perils: From Antitrust and Defamation to Product and Tort Liability ... and More (Speaker: Gerald M. Newman, ERA Legal Counsel, Schoenberg, Finkel, Newman & Rosenberg, LLC)
  
  
• Changing of the Guard: Re-establishing Relationships When Principals Are Acquired or Merged (Moderator: Bob Walsh, CPMR, Coakley, Boyd and Abbett, Inc.)
  
  
• Counterfeit Products: Beware of This Looming Concern
  
  
• Customer Preferences: What Do They REALLY Want? (Speaker: Steve Cholas, Group Publisher, Hearst Electronics Group)
  
  
• Driving Customers to Your Web Site and Making Their Visits More Profitable (Speaker: Alan Ahern, D. A. Crowley Associates)
  
  
• Going to Market Internationally ... in a Non-Traditional Way (Moderator: John O’Brien, CPMR, Coakley, Boyd and Abbett, Inc.; Panelists: Ron Rutkowski, Control Sales; and Gary Smith, CPMR, G. L. Smith Associates)
  
  
• The Future of Health Care and Insurance ... As I See It (Speaker: Pat Brown, Associated Benefit Planners and RepCare Insurance)
  
  
• ITARS: Understanding the Requirements for U. S. Military Purchasing
  
  
• Manage Your Sales and Predict Your Future (Speaker: Charles Hauck, Growth Dynamics)
  
  
• Manufacturers’ Forum: Exchanging Best Practices (Co-moderators: Mark Conley, O’Donnell Associates North, and Patricia Moorman, Bourns, Inc.)
  
  
• Rep Owners’ Forum: Who Does What Best? (Moderator: Mark Motsinger, CPMR, Wallace Electronic Sales)
  
  
• Tax Planning Strategies for Reps (Speaker: John Vrablic, T.I.P.S. 4 Reps)
  
  
• Export Controls: A Crash Course
  
  
• Why Your Rep Salespeople Should Be Certified (Speaker: Allan Lamberti, CSP, TOA)
  

NOTES: Some breakouts may be revised. Most seminars are for all attendees, but several sessions will be designated for reps only or manufacturers only. All attendees will be asked to sign up in advance for the breakouts of their choice in each of three time slots.

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