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ERA is ...
For Reps
For Mfrs
 
 
 
ERA Publications & Resource Library
 
   
 

Rep Locator
Use the on-line Rep Locator! Manufacturers: Find qualified, professional rep firms who can sell your products. Search by territory, company name, product group and other criteria.

ERA Quick Connections
Quick Connections is ERA's monthly e-newsletter, providing members with a convenient way to catch up on business information, announcements and events of interest. An Industry Calendar is included.

The Representor Magazine
Browse on-line ... or order your subscription now! (Members receive The Representor at no cost, but additional subscriptions for member firms and subscriptions for non-members are available.) The Representor archive of all material published in the past four years is also available to members to browse and/or download individual articles.

Lines Available
The Lines Available Bulletin, sent by e-mail, is the vehicle manufacturers use to let ERA member reps know about their available line. Each listing is sent out individually to member rep firms in specific marketing groups and/or territories. The line is also posted on ERA's web site for continued viewing. On-Line Lines Available Service ...

Guidelines and Evaluations for Reps and Manufacturers
ERA members, consultants and staff, often in cooperation with other electronics industry associations, have developed numerous sets of guidelines to assist reps and manufacturers in the daily management of their businesses. All of the publications listed below can be viewed on-line and downloaded in pdf or Word format. Hard copies of most documents are also available upon request from ERA. Guidelines Library - Members only

Guidelines to Negotiating an Agreement between Sales Representatives and Manufacturers
Guidelines to Negotiating an Agreement between Sales Representatives and Their Salespeople
Guidelines for Negotiating an Agreement between Stocking Representatives and Manufacturers
Guidelines for Negotiating Agreements with Sub-Representatives
Evaluating a Prospective Representative
Evaluating a Prospective Principal
The Perfect Regional Sales Manager
Guidelines for Becoming a Successful Rep
Guidelines for Establishing & Benefiting from Rep Councils
Field Visit Guidelines
Guidelines for Planning the Business Year
Internet/E-Mail Usage Office Policy
 
 

White Papers, Industry Standards & Forms
ERA periodically develops, co-develops and publishes industry white papers and forms based on its own research and/or cooperative studies conducted with other organizations, for the benefit of its members and the electronics industry. View and download - Members only

Thriving on Change 2014: How the Field Sales Function Keeps Evolving (For ALL users)

Guidelines to Planning a Territory Visit (ERA members only)

Developing New Markets with Professional Field Sales Reps (Guidelines to Attract and Fairly Compensate Professional Field Sales Representatives to "Pioneer" Your "Missionary" Line)
(ERA members only)

POS - Recommended Technical Standards for Distribution Point-of-Sale Reporting (ERA members)

Split Influence (Commission) Recommendations for the Electronics Industry (ERA members only)

Split Commission Request Form (ERA members only)

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Other Rep Resources
   
 

The following materials are recommended for review and use by reps to meet a variety of informational and management needs. Reps are also urged to review the publications listed under "Other Manufacturer Resources" for helpful tools to share with current and prospective principals.

Legislative Updates

State Rep Commission Protection Laws (pdf) (ERA members only)

ERA Electronics Industry Dictionary of Abbreviations, Acronyms, Nicknames, Terminology
ERA's new Industry Dictionary is available to ERA members as an Excel file download - make sure to check peiodically for updates! (ERA members only)

Line Portfolio Evaluation (pdf) (ERA members only)
This file is 18.3 mb. Please be sure your system allows for a download of this size.

Outsourced Field Sales: Adding Value for the Customer - A series of documents and PowerPoint presentations designed to help reps and their principals respond to pressure from customers who question the value of the outsourced field sales force. Developed by ERA and produced by MRERF, the material included in this CD-ROM is designed to help reps and manufacturers present the field sales "case" to customers and explain the rationale in making the decision to outsource the field sales function. Order from the Publications order form ...

Outsourcing Field Sales - Reprint of a Fortune Magazine special supplement, sponsored by MRERF and aimed at educating executives in top companies about the benefits they derive -- whether as buyers or sellers -- when manufacturers outsource their field sales to professional territory-based sales organizations. Ideal for educating both customers and principals about the value reps bring to the marketplace. Download Article from Member Resources page (ERA members only) or, for a hard copy, order from the Publications order form ...

Electronic Buyer's News Reprint (ERA members only) - A compilation of several articles addressing the rep function and an in-depth presentation of the value of outsourced field sales, especially in the industrial components and materials sector. This 12-page brochure can be included in company profile packets or sent to customers, principals and distributors.

Split Commission Request Form - Excel doc (ERA members only)

The Rep Operations Manual and other MRERF pulications ...

Why the Best Reps in the Electronics Industry Belong to ERA

ERA Monthly Member Surveys (ERA members only) - ERA conducts monthly surveys of rep members and frequent surveys of manufacturers members to help them benchmark their company operations and compare best practices with their peers. Results of all surveys are e-mailed to all members and are also posted in the members-only section of this Web site.

ERA Code of Ethics

ERA Commitment to Performance Materials (brochure and certificates)

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Other Manufacturer Resources
   
 

The following materials are recommended for review and reference by manufacturers who now sell through reps or are considering a move to outsourced field sales.

Selling through Manufacturers' Representatives

Questions Manufacturers Ask about Representatives

Cost of Sales Analysis (PDF)

Outsourced Field Sales: Adding Value for the Customer - A series of documents and PowerPoint presentations designed to help reps and their principals respond to pressure from customers who question the value of the outsourced field sales force. Developed by ERA and produced by MRERF, the material included in this CD-ROM is designed to help reps and manufacturers present the field sales "case" to customers and explain the rationale in making the decision to outsource the field sales function. Order from the Publications order form ...

Outsourcing Field Sales - Reprint of a Fortune Magazine special supplement, sponsored by MRERF and aimed at educating executives in top companies about the benefits they derive -- whether as buyers or sellers -- when manufacturers outsource their field sales to professional territory-based sales organizations. Ideal for educating both customers and principals about the value reps bring to the marketplace. Download Article from Member Resources page (ERA members only)or, for a hard copy, order from the Publications order form ...

Electronic Buyer's News Reprint - A compilation of several articles addressing the rep function and an in-depth presentation of the value of outsourced field sales, especially in the industrial components and materials sector. This 12-page brochure can be included in company profile packets or sent to customers, principals and distributors.

The Rep Operations Manual and other MRERF pulications ...

Why the Smartest Manufacturers in the Electronics Industry Belong to ERA

Articles re: the Benefits and How-to of Working with Reps
(from MRERF - the Manufacturers' Representatives Educational Research Foundation)

From The Representor, Spring 2012, The 're-shoring' movement: Why manufacturing is returning to America

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Expert Access
   
 

(Free Phone Consultations for Reps) offers legal, tax, insurance and public relations/marketing advice from ERA's team of rep-savvy consultants.

Accounting & Taxes
Stan Herzog
847-564-1040
herzog@theahagroup.com

Executive Services
Carla Mahrt
402-721-6590
carla@jjmsearch.com

Insurance & Employee Benefits
John Doyle
888-243-0174
jdoyle@adcbenefits.com

Legal Issues
Gerald M. Newman
312-648-2300
gerry.newman@sfnr.com

Professional Field Sales
Raymond J. Hall
419-957-6354
rhall@era.org

Rep Network Management & Executive Searches
James L. Hartranft
262-945-9200
jlhconsultinginc@earthlink.net

 

 

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