Delivering for Best-in-Class Wholesaler-Distributors

NAW 2018 AEC Winter Meeting

The NAW AEC Winter Meeting was held in January 2018 at the Fairmont Hotel in Washington, DC.

AEC meetings are open to chief staff executives and senior staff members of the NAW’s member national associations and their families. The chief executive officer must attend in order for senior staff to attend this meeting. If you have any questions, please contact Trish Lilly at plilly@naw.org.

Don’t miss this opportunity to network with and learn from your association executive peers and our expert presenters when the NAW AEC convenes twice a year. Schedule at a Glance.

This is your chance to connect with your peers and learn from colleagues and our expert presenters. The business agenda and interaction with association peers are key parts of the AEC meeting experience, and the summer meeting also provides the opportunity for you to enjoy these friendships in great locations.

Agenda

Day 1 - January 28, 2018

Dirk beveridgeDirk Beveridge

Beveridge Business Systems

12:45 PM – 4:30 PM
General Session

How Successful Associations Lead Change in Disruptive Times

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We live in the age of disruption and with that business models are being invented at a faster pace than ever before – not only for our members, but for our associations as well. The strategic design of how you will create, deliver, and capture value will be the focus of this dynamic program.

Dirk’s program, customized for AECs, will explore what winning distributor members are doing to innovate in today’s rapidly changing environment. What does all of this mean for association executives in the distribution space? Beginning with a review of Dirk’s innovation research, this workshop will incorporate presentation, interactive dialogue and individual reflection to help association executives better lead their organizations by making the leap from theory to action.

Associations that win will be the ones that provide the most compelling value proposition. Gaining a full understanding of the changing landscape for your distributor members will provide insight for new business models as you peer into the future. Learn to create your association’s vision and culture of innovation.

About The Speaker

Dirk Beveridge is a leading advocate of change and innovation in wholesale distribution. He provides a new voice, a new energy, and a new outlook and delivers original, proven, and often disruptive thinking.

Dirk’s latest book is NAW’s INNOVATE! How Successful Distributors Lead Change in Disruptive Times. Writing about INNOVATE! Supreme Allied Commander at NATO Admiral James Stavridis (Ret) observed: “At the heart of any healthy industry is innovation — the ability to change as circumstances dictate with agility and intelligence. In INNOVATE! Dirk Beveridge provides a roadmap for creating innovation. This is an instant classic, and has wide applicability not only in the complex world of distribution, but in the widest sense.”

More than 25 years as a consultant to a wide range of companies, Beveridge has helped leading firms align, focus, and strengthen their sales and leadership strategies to remain relevant, outperform the market, and provide deeper value to customers.

Day 2 - January 29, 2018

9:15 AM – 10:00 AM
General Session

Technology And data Strategies At Work Today

Susan AverySusan Avery

CEO, International Association of Plastics Distribution (IAPD)

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Tim bucheTim Buche

President and CEO, Motorcycle Industry Council Inc. (MIC)

Mike CoughlinMike Coughlin

Director of Operations, Heating, Airconditioning & Refrigeration Distributors International  (HARDI)

Deborah HamlinDeborah Hamlin

CEO, Irrigation Association (IA)

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How can data provide insights to help you better manage your association? Are dashboards effective? How do you keep your data secure? With all that is happening with association technology and data management, we’ll hear from four AECs who will share their experiences and what they’ve learned along the way. Hear from your peers with real world examples on how they are harnessing technology and using data to their advantage.

Dan KetelsenDan Ketelson

Director of Sales, Associated Luxury Hotels International (ALHI)

10:00 AM – 10:15 AM
General Session

The ALHI Report

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Associated Luxury Hotels International (ALHI) is a Global Sales Organization dedicated to the Meeting and Incentive (M&I) marketplace and has long served as a partner to many NAW-member associations. Dan Ketelsen, Director of Sales, will address hotel industry trends during this fast-paced 15 minute segment.

Dan is responsible for assisting meeting professionals, association executives, incentive specialists, business executives, and convention specialists in the Mid-Atlantic United States with ALHI Global Sales Organization services and professional sales support for its distinguished portfolio of more than 250 hotels and resorts around the world. Prior to joining ALHI, Dan served as the Director of Convention Sales – Mid-Atlantic Region for Visit Anaheim. Previous to that, he served for 17 years with Hyatt Hotels Corporation.

About The Speaker

As Director of Sales for ALHI’s Mid-Atlantic Region, Dan Ketelsen is responsible for assisting meeting professionals, association executives, incentive specialists, business executives, and convention specialists in the Mid-Atlantic United States with ALHI Global Sales Organization services and professional sales support for its distinguished portfolio of more than 250 hotels and resorts around the world. Prior to joining ALHI, Dan served as the Director of Convention Sales – Mid-Atlantic Region for Visit Anaheim. Previous to that, he served for 17 years with Hyatt Hotels Corporation.

Robb LeeRobb Lee

Chief Marketing and Communications Officer, American Society of Association Executives

11:00 AM – 11:45 AM
General Session

Marcomm’s Future Contribution to Organizational Success: Judgement + People + Tools

Marcomm (marketing communications) is evolving just as fast as the technology, infrastructure, and thought-paradigms needed to support it. The markets that associations serve will have more options than ever. And organizational success will require increasing sophistication across many areas. Innovative and effective marketing include content strategies, personas, customer journeys, brand storytelling and others will be predicated on the foundation they are built on in the organizations they serve.

Throughout this meeting, we are discussing issues such as disruption, customer and member engagement, big and small data and many other topics that are interwoven throughout communications. We’ll talk about what’s required to be most prepared for the expectations marcomm will have to deliver on.

About The Speaker

Robb is responsible for leading and managing all activities within ASAE’s Communications Group, including marketing, branding, website, public relations, social media and Associations Now, ASAE’s flagship publication. In addition to the communications functions, he is responsible for Innovation/New Product Development, Diversity and Inclusion which are creating a foundation for product development and evolution at ASAE.

He has more than 20 years of experience creating, developing, implementing, evaluating, and managing national and international multi-media branding, advertising, and public relations campaigns for products represented by organizations such as Mitsubishi, GEICO, Post Cereals, Kraft/General Foods Coffees, and government clients such as EPA, with budgets ranging from $1M to $55M. Robb has worked at several top 10 advertising and public relations agencies. His experience also includes Marriott International and ABC Radio.

Mike MarksMike Marks

Managing Partner, Indian River Consulting Group 

1:15 PM – 4:15 PM
General Session

Association Customer Insights: The Difference Between Large and Small Distributors

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As association memberships become more diverse, association executives and their teams are challenged serving the varying interests of their members. When your membership spans small companies to large publicly traded corporations, how do you serve both the “big distributors” and the small lifestyle owners?

Mike will explore the world through the eyes of big and small distributors and their business models. We will then break into one of two discussion groups – one focused on serving large members and the other focused on smaller members. You will be assigned the task of developing programs and services for your group – either large members or small lifestyle owners.

During your breakout, explore how to make your association more relevant to your specific focus group and identify the programs and services that you can you offer your targeted members and enhance your association value. Each group will make a presentation unveiling their plans. Mike will provide commentary and advice following the presentations.

If you are struggling about how to best serve your membership, this is a do not miss session. And, if you struggle to serve both large and small lifestyle owners, bring additional staff so that you can have a seat at both tables!

About The Speaker

Mike co-founded IRCG in April 1987. He began his consulting practice after working in distribution management for more than 20 years. Over the years, his narrow focus in B2B channel-driven markets has created an extensive number of deep executive relationships within virtually every business vertical in construction, industrial, OEM, agricultural, and health care.

Mike has led project teams that improve market access by aligning resources to growth opportunities serving manufacturers, dealers, and distributors. Clients have ranged from small privately owned firms to many of the industry’s market share leaders. Ownership structures have included owner-operators, private equity, ESOPs, and publicly traded firms.

His contributions to the field includes serving as a Research Fellow with the NAW Institute for Distribution Excellence, permanent faculty at Purdue University’s University of Innovative Distribution, eight years as Graduate Adjunct Faculty in the Industrial Distribution Program at Texas A&M University, and rendering several precedent-setting expert opinions in contract disputes between manufacturers and distributors.

Participants

Staff executive of these associations have participated in extraordinary networking opportunities at past NAW AEC meetings.

  • American Supply Association
  • American Veterinary Distributors Association
  • Associated Equipment Distributors
  • Association for High Technology Distribution
  • Association for Hose & Accessories Distribution (The)
  • Association of Millwork Distributors
  • Association of Pool & Spa Professionals
  • Association of Woodworking & Furnishings Suppliers
  • Automotive Aftermarket Industry Association
  • Bearing Specialists Association
  • Business Solutions Association
  • Canadian Institute of Plumbing & Heating
  • Copper & Brass Servicenter Association
  • Door & Hardware Institute
  • Education Market Association
  • Electro-Federation Canada, Inc.
  • Energy Equipment & Infrastructure Alliance
  • Equipment Marketing & Distribution Association
  • The Fertilizer Institute
  • Food Industry Suppliers Association
  • Foodservice Equipment Distributors Association
  • FPDA Motion & Control Network (The)
  • Gases & Welding Distributors Association
  • Health Industry Distributors Association
  • Healthcare Distribution Management Association
  • Heating, Airconditioning & Refrigeration Distributors International
  • Independent Distributor Association
  • Industrial Supply Association
  • International Association of Plastics Distributors
  • International Foodservice Distributors Association
  • International Sanitary Supply Association
  • International Sealing Distribution Association
  • Irrigation Association
  • Material Handling Equipment Distributors Association
  • Metals Service Center Institute
  • Motorcycle Industry Council
  • National Association of Chemical Distributors
  • National Association of Electrical Distributors
  • National Association of Sign Supply Distributors
  • National Association of Sporting Goods Wholesalers
  • National Association of Steel Pipe Distributors
  • National Beer Wholesalers Association
  • National Convenience Store Distributors Association
  • National Fastener Distributors Association
  • National Marine Distributors Association
  • National School Supply & Equipment Association
  • North American Building Material Distribution Association
  • North American Horticultural Supply Association
  • North American Wholesale Lumber Association, Inc.
  • NPES Association for Suppliers of Printing Publishing and Converting Technologies (The)
  • Optical Laboratories Association
  • Outdoor Power Equipment & Engine Service Association, Inc.
  • Pet Industry Distributors Association
  • Petroleum Equipment Institute
  • Power Transmission Distributors Association
  • Secondary Materials and Recycled Textiles Association
  • Security Hardware Distributors Association
  • Textile Care Allied Trades Association
  • Water & Sewer Distributors of America
  • Wholesale Florist & Florist Supplier Association
  • Wine & Spirits Wholesalers of America, Inc.
  • Woodworking Machinery Industry Association

Comments

Why are NAW AEC Winter and Summer Meetings the most valuable gatherings of the year for NAW association executives?

“This meeting offered exceptional value. I took home a ton of value that I’ve already easily implemented. I also made great connections with other AEs who are willing to share their experiences on a variety of topics. I highly recommend attending this meeting!”

– Sarah Hagy, Water & Sewer Distributors of America (WASDA)

“With all the meetings available, I consider the NAW meeting in the top few to make the time and effort to attend. Particularly as a smaller association, I find the ideas I pick up and the exchange with other association executives invaluable.”

– David Cotter, Textile Care Allied Trades Association (TCATA)

“As a new association executive, I found this NAW AEC meeting very beneficial in helping me short circuit my learning curve while creating an opportunity to foster new relationships with my industry peers. I’m coming back!”

– Edward C. Gerber, Industrial Supply Association (ISA)

“NAW AEC meetings are a one-of-a-kind opportunity to learn from the best of the best in the distribution industry and have your answers questioned. At the end of the day, it is all about learning, and there’s no better forum than the NAW AEC meetings.”

– G. A. Taylor Fernley, President & CEO, Fernley & Fernley, Inc.

“As a first-time attendee, I felt the program was dollar for dollar, one of the best values I’ve ever gained at a conference. And that’s saying something since I’ve been to a lot of conferences in my career across industries.”

— Kenyon Gleason, National Association of Sporting Goods Wholesalers (NASGW)

“Real-world takeaways that I can implement immediately…A first-class event!”

— Michelle McNamara, National Association of Electrical Distributors (NAED)

“I always look forward to this meeting and the great networking and educational opportunities that this meeting affords me as a small association executive.”

— Jackie King, American Veterinary Distributors Association (AVDA)

“The NAW AEC meetings provide tremendous value by identifying issues, providing great interaction with peers, and being a source of challenge and motivation.”

— Tim Buche, Motorcycle Industry Council (MCI)

“I try never to miss them. With a mixture of long-time attendees and newbies, it is an outstanding resource and incubator for best practices in association management.”

— Kristin Thompson, International Sealing Distribution Association (ISD)

“The NAW Association Executives Council is a fantastic network of distribution association CEOs. What I learn from them is invaluable to my organization and my own professional growth.”

— Deborah Hamlin, Irrigation Association (IA)

“NAW AEC meetings bring focus, energy, and relevance to the association community. Always a good use of my time.”

— Robert Weidner, Metals Service Center Institute

“The NAW AEC meetings offer excellent networking, content, and insights for any association leader seeking to grow and strengthen his or her organization.”

— Joe Thompson, The Association for Hose & Accessories Distribution (NAHAD)

“In all four summer AEC meetings I have attended, I have walked away with no less than 2 pages of ideas to implement. Nowhere else can I get this specific advice on our business- running a distribution business.”

— Ann Arnott, Power Transmission Distributors Association (PTDA)

“The July NAW AEC Meeting has become an institution within the Gee household. The content and interaction with peers is a key part of my own professional development, but the summer meeting also provides a great, rare opportunity for my entire family to enjoy great friendships in great locations together once a year. In addition to the personal friends and mentors I’ve found through the AEC Meetings, my wife and kids also have developed relationships they maintain throughout the year and look forward to renewing each July. All five of us look forward to this meeting each year and we encourage other families within the NAW AEC to join us.”

— Talbot Gee, Heating, Air-conditioning & Refrigeration Distributors International (HARDI)

“The NAW AEC meetings are the best way for association executives to get a great return on your dues investment!”

— Jerry Heppes, CAE, Door and Hardware Institute (DHI)

“I think the NAW AEC meetings are not only interesting and informative, but they are an absolute must for new people like me coming into the association management business.”

— Riccardo Azzoni, Woodworking Machinery Industry Association (WMIA)

“The NAW AEC meetings are invaluable for the networking and educational content we receive. Smaller associations especially can benefit and learn best practices from experienced leaders of larger associations. Come see for yourself.”

— Stella Jones, Food Industry Suppliers Association (FISA)

“The NAW AEC meetings are one of my ‘must–attend’ learning forums for the year. They provide a meaningful learning and networking opportunity that’s just not available elsewhere.”

— Ralph Suppa, Canadian Institute of Plumbing & Heating (CIPH)

“The program has given me lots of value and ideas to implement.”

— Nancy Cueroni, National Marine Distributors Association (NMDA)

Location - Monarch Beach Resort

Dana Point, CA 92629

The History of the Monarch Beach Resort

Monarch BeachThe St. Regis Monarch Beach opened its doors on July 30, 2001. The grand yet inviting Mediterranean retreat earned consecutive AAA Five Diamond Awards beginning in 2003 and consecutive Mobil/Forbes Five Star Awards beginning in 2007. In 2015, the St. Regis Monarch Beach turned to Los Angeles-based Rodrigo Vargas Design to begin a $40 million renovation that would reflect the resort’s pristine coastal setting. The reimagined luxury resort debuted on June 1, 2016 at the Monarch Beach Resort, showcasing a sea-inspired palette of cool blues, greens and crisp whites as well as the first Miraval Life in Balance Spa in California.

Monarch Beach Resort is located within Orange County’s upscale Dana Pont area, where warm weather graces the coastal destination year-round. Visitors can embrace the beauty of the natural setting with easy access to water sports, hiking trails, and championship golf links. Dana Point is also home to the eclectic specialty shops at Dana Point Harbor, a weekly farmers market and unique attractions including the Ocean Institute as well as whale watching tours.

During the summer months, you can enjoy convenient and complimentary transportation throughout the Dana Point area on the charming PCH Trolley, which offers daily service. Stops include Strands Beach, Doheny State Park, Dana Point Harbor, Laguna Beach and many more.

Getting There

Monarch Beach Resort, equidistant to San Diego and Los Angeles, is conveniently situated within close proximity of four major airports:

21 miles John Wayne – Orange County Airport (SNA)
41 miles Long Beach Airport (LGB)
60 miles Los Angeles International Airport (LAX)
68 miles San Diego International Airport (Lindbergh Field – SAN)

For directions from each airport, click here: http://www.monarchbeachresort.com/about/directions-map/

Act Now!

Register and book your roomReceive a $100 room credit when you register and book your room by June 1, 2017. NAW’s special rate at the Monarch Beach Resort is $319 per night. This rate is available three days prior and three days following the meeting, based on availability.

You may make your reservation:

  1. By using the NAW AEC Meeting link provided here: http://www.monarchbeachresort.com/national-association-of-wholesaler-distributors/ 
  2. Individual phone-in reservation request to 800-722-1543 (be sure to indicate you are attending the NAW meeting)

In addition to the room rate, there will be a porterage charge of $15.00, per person, per room and a Mad Gratuity of $3.00 per room night, per room.

Parking Service Charges – Self parking is $31 per night while Valet is $40 per night.

Resort Charge – The reduced Resort Charge is $15.00 per room, per night. This resort charge coves a number of hotel services and amenities that would customarily be charged to each guest individual. The Resort Charge includes the following:

  • Scented o-shibori at check in
  • Access to high speed internet for 4 devices at 5MB
  • House car service within Dana Point city limit
  • Woodie tram to the exclusive Monarch Bay Club
  • Tram rides to Salt Creek Beach
  • Beach host services with towels, chairs and umbrellas
  • Beach games and activities
  • Daily Miraval Fitness Class and/or Yoga Class
  • Athletic Club by Miraval available 24 hours a day
  • Laundering of work out gear, anticipated 24 hours turnaround
  • House bikes with self-guided tours on a first come basis
  • Tennis court access and equipment available for use
  • Discounted green fees, savings on Flex Set rentals and preferred tee times at Monarch Beach Golf Links

Always complimentary:

  • In room coffee and tea
  • Two bottles of water per day, refreshed at turn down
  • Overnight shoe shine
  • Local & toll free calls
  • 24 hour business kiosk with free boarding pass printing

Spa facilities ($25.00 if a treatment is not booked) are not included in the Resort Charge.

Getting There

Go Rentals
1-800-464-8267
http://www.gorentals.com/

Yellow Cab
949-444-2073
http://www.orangecountyyellowcab.com/

BEST-VIP
866-323-BEST(2378)
http://www.best-vip.com/

The Monarch Beach Resort Concierge would be happy to be your one-stop shopping source for travel arrangements:

Monarch Beach Resort Concierge
949-234-3900

Activities

Pool DetailActivities abound at Monarch Beach Resort—this is the perfect venue whether you travel solo or bring the family! As the premier coastal destination for guests with active lifestyles, Monarch Beach Resort provides an array of engaging pursuits and fitness offerings for all interests and skill levels. From their 18-hole championship golf course and exhilarating water sports to three refreshing swimming pools, a tennis club and the award-winning Miraval Spa, there is plenty to do!

The hotel’s Resort Experience Planners can help you customize the perfect beach getaway to fulfill your passions and interests. From private tours of the local area and whale watching trips, to recommendations on nearby nature trails or beachside reservations at Monarch Bay Club, Monarch Beach’s Resort Experience Planners will be delighted to curate your stay. Learn more.

Weather and Wardrobe

Hotel PhotoThe weather in Dana Point, California is postcard picture perfect with July average temperatures in the high 70s/low 80s in the day and high 60s in the evening.

Dress for the NAW AEC meeting is “resort casual”—ties and/or jackets for gentlemen are NOT required for any event, and ladies will be comfortable in slacks, summertime skirts, and so forth. For business sessions, open neck shirts are appropriate. But, keep in mind that meeting room temperatures can vary so a sweater or blazer might be appropriate.

NAW 2017 AEC Winter Meeting

The NAW AEC Winter was held in January 2017 at the Fairmont Hotel in Washington, DC.

AEC meetings are open to chief staff executives and senior staff members of the NAW’s member national associations and their families. The chief executive officer must attend in order for senior staff to attend this meeting. If you have any questions, please contact Trish Lilly at plilly@naw.org.

Don’t miss this opportunity to network with and learn from your association executive peers and our expert presenters when the NAW AEC convenes twice a year.  This is your chance to connect with your peers and learn from colleagues and our expert presenters. The business agenda and interaction with association peers are key parts of the AEC meeting experience, and the summer meeting also provides the opportunity for you to enjoy these friendships in great locations.

Agenda

Day 1 - January 30, 2017

11:45 AM – 12:30 PM
NAW AEC Opening Luncheon

You’ll renew acquaintances with your fellow association executives and meet first timers in attendance when we officially kick off the NAW Association Executives Council (AEC) 2017 Winter Meeting during our Opening Luncheon.

Matthew Shay

Matthew Shay

President and CEO, National Retail Federation (NRF)

12:30 PM – 1:30 PM
General Session

My Association Leadership Journey

NAW is honored to welcome to the NAW AEC meeting a veteran association colleague from outside the wholesale distribution industry: Matt Shay, President and CEO of the National Retail Federation (NRF).

Matt will share with you his leadership experiences at two major Washington, DC-based trade associations—the International Franchise Association (IFA) and NRF. You’ll benefit from Matt’s frank discussion of his “lessons learned” in dealing with association Boards, members, media, staff, and more. We’ve asked Matt to share key takeaways from his experiences at the helm—leadership takeaways you can apply at your association.

About The Speaker

Matthew Shay is President and CEO of the National Retail Federation, the world’s largest retail trade association. He serves as chief advocate and spokesman for the nation’s largest private-sector industry employer, responsible for creating one in four U.S. jobs — 42 million working Americans — and generating $2.6 trillion in annual GDP.

Since his arrival in 2010, Matt has transformed NRF into Washington’s most powerful voice supporting the retail industry, leading the organization to new levels of effectiveness on policy issues, increasing awareness of the industry’s economic impact, and expanding political engagement. Under his tenure, membership has more than doubled to 18,000, revenue has doubled, and advocacy investments have grown significantly.

Matt previously served as President and CEO of the International Franchise Association, which represents more than 1,200 franchise companies in retail and other industries around the world. During his time as CEO, the IFA adopted an aggressive public policy agenda that led to a series of initiatives to restore much-needed credit to cash-strapped retail and other franchise businesses during the last recession.

Matt has been recognized by CEO Update as one of the top 50 nonprofit chief executives in Washington.

Note: Attendance at this session earns 1 point toward ASAE CAE certification or recertification.

1:45 PM – 2:15 PM
General Session – “AEC Business/Intro of First Timers, etc”

1:30 PM – 1:45 PM
Break

1:30 PM – 1:45 PM
Break

Leslie Hortum

Leslie Hortum

Partner, Spencer Stuart

2:15 PM – 3:15 PM
General Session – “The Association Leader of the Future”

“Leadership’’ may mean different things to different people, but we can all agree that one of the most important qualities of association leadership is the ability to adapt and change to times, circumstances, and new information. An association leader’s ability to identify cultural, political, demographic, and other shifts and amend his or her style/approach accordingly is paramount to successful leadership.

In this session, Leslie Hortum will explore how the role of the association leader has evolved—and what it will take to be a great leader in the future.

About The Speaker

Leslie Hortum manages Spencer Stuart’sWashington, DC office and is a member of the firm’s Education, Nonprofit, and Government Practice, focusing on senior-level roles in associations, public policy, and government affairs. In 2012, National Journal named Leslie one of the “25 Most Influential Women in Washington.”

Prior to joining Spencer Stuart, Leslie led the association and public policy practice for another international search firm and managed the firm’s Washington, DC office. Before entering the search industry, she spent 20 years in association management, culminating in her appointment as the first woman senior vice president of the U.S. Chamber of Commerce, the world’s largest business lobby. In that capacity, she was responsible for building relationships with the 3,000 state and local chambers and 1,000 trade associations that make up the Chamber Federation. She also served as executive vice president of the Chamber’s Center for Workforce Preparation.

From 1984 to 1997, Leslie served in a number of roles at the American Trucking Association, beginning as chief of staff and ending her time there as senior vice president and chairman of the management committee.

Note: Attendance at this session earns 1 point toward ASAE CAE certification or recertification.

Reggie Henry

Reggie Henry

Chief Information Officer, ASAE & the Center for Association Leadership

3:15 PM – 3:30 PM
Break

3:30 PM – 4:30 PM
General Session – “Association Data Analytics – The Key to a Stronger Organization “

How can data provide insights to help you better manage your association? Associations collect a lot of data, but their staffs do not necessarily spend the time to determine how this data can help their associations. With a strategic approach to collecting and analyzing data, we can advance our strategic missions more efficiently and effectively. Reggie Henry will help us explore how to make better business decisions by analyzing the data we collect.

About The Speaker

Reggie Henry joined ASAE in 1994. His responsibilities are to implement exemplary systems at ASAE that can serve as a model to the rest of the association community and to ratchet up the use and understanding of technology among ASAE members. He has been working with and/or for nonprofit organizations since 1985. Reggie speaks regularly on technology and strategy issues. He was recently named one of the top 40 CIOs in the Washington, DC area.

Note: Attendance at this session earns 1 point toward ASAE CAE certification or recertification.

6:00 PM – 7:15 PM
NAW AEC Reception

You’ll relax and enjoy the company of your association executive peers at Monday evening’s NAW AEC Reception.

7:30 PM
NAW AEC Washington Dine–Around

We’ll break into small groups for a Dine–Around at various restaurants located close to the Fairmont Washington, DC hotel.

Day 2 - January 31st, 2017

7:30 AM – 9:00 AM
Breakfast and Discussion Roundtables

Sourcing and Hiring Talent
Attracting, selecting, and hiring talent are some of the greatest challenges our members and our own organizations face each time the need arises. This roundtable session will focus on collecting best practices and resources from the AEC community that have been proven to help associations, association management companies, and member companies successfully navigate the talent selection process.

9:15 AM – 10:15 AM
General Session – “Developing and Executing an Impactful Strategic Plan”

Presenters

John Barrett

John Barrett

Executive Director, International Sanitary Supply Association (ISSA)

Mike Marks

Mike Marks

Managing Partner, Indian River Consulting Group

At their very best, strategic plans provide a clear roadmap for an organization. However, many plans fail to deliver their intended results. Learn how ISSA, along with Michael Marksof Indian River Consulting Group, created its strategic vision and plan, and what steps John Barrett is taking to translate that vision into actionable goals and ensuring proper implementation and execution of the organization’s strategic plan.

About The Speaker

John Barrett is Executive Director of the International Sanitary Supply Association (ISSA), the leading trade association for the global cleaning community, with more than 7,000 members in 80 countries. Prior to ISSA, John served as Vice Chairman of SMS Assist, a Pritzker Ventures company that developed a highly disruptive technology platform that revolutionized facility services at more than 140,000 sites in the United States.

Before SMS, John was President of Eurest Services, a division of the Compass Group, one of the largest publicly traded food and facility services companies in the world. He was also CEO of Kimco Corp., one of the largest U.S. privately held building service contractors that was acquired by Eurest in 2008. Prior to Kimco, John held executive positions at York Management, Unicco Service Co., Ogden Services Corp., and the Xerox Corp.

Mike Marks is Managing Partner at Indian River Consulting Group (IRCG) and an NAW Institute for Distribution Excellence distinguished Fellow. He founded IRCG in 1987 and is well known throughout the wholesale distribution industry as both a consultant and speaker. Mike is coauthor of these popular books from the NAW Institute: Value Creation Strategies for Wholesaler-Distributors, Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully, and What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution.

Note: Attendance at this session earns 1 point toward ASAE CAE certification or recertification.

10:15 AM – 10:30 AM
Break

10:30 AM – 11:00 AM
General Session – “NAW AEC Great Ideas Lightening Round: Best Practices in Volunteer Management”

Working with our volunteer leaders is a staple of the association executive world. Let’s discuss your best practices in recruitment, training, and recognition of volunteers.

11:00 AM – 11:45 AM
Discussion Roundtables

Spotlight on Dues and Dues Structures
Membership dues represent a primary revenue source for associations. This discussion will help each of us better assess our dues strategy. Come prepared to discuss your dues structure with your peers. How are your dues structured? Are your dues billed on a calendar or anniversary date? Have you recently changed your dues structure? If so, how did you communicate it with the membership? What percentage of your income is attributable to dues? We will have a broad discussion concerning dues which can help each of us make more intelligent decisions moving forward.

12:00 PM – 1:00 PM
NAW AEC Luncheon

Join your fellow association executives for lunch as we install the NAW 2017 Association Executives Council Chairman.

Peter Larkin

Peter Larkin

President and CEO, National Grocers Association (NGA)

1:15 PM – 2:15 PM
General Session – “How the Association Leader Develops an Outstanding Staff”

A classic definition of leadership states that strong leaders achieve organizational goals through the empowerment of others. During this NAW AEC focus-on-leadership session, NGA’s Peter Larkin will detail his experiences in identifying, developing, and retaining outstanding association staff members. Headquartered in Arlington, Virginia, NGA’s 21 staff members serve independent grocery wholesalers and retailers in communications and marketing, education and research, government relations, industry relations, and membership development, plus run a trade show.

About The Speaker

Peter Larkin has been President and CEO of the National Grocers Association (NGA) since 2010. NGA is the national trade association representing the retail and wholesale grocers that comprise the independent sector of the food distribution industry, which represents more than $131 billion in annual domestic sales. He also serves as President of the NGA Research and Education Foundation. Peter is a member of the U.S. Chamber of Commerce Committee of 100 (top trade association executives in the United States).

Prior to joining NGA, Peter established his own government relations consulting firm, Larkin Public Affairs, in 2008. From 1996 to 2007, he was President and CEO of the California Grocers Association (CGA). Peter also served as the President of the CGA Educational Foundation and as an officer of the California Shopping Cart Retrieval Corporation (a for-profit subsidiary of CGA).

From 1989 to 1996, he was Vice President of State Government Relations and Environmental Affairs for the Food Marketing Institute (FMI). Prior to FMI, Peter managed government and media relations programs for The Kroger Co. He also held similar positions with Philip Morris U.S.A. Before that, he served as a legislative assistant to U.S. Representative Donald Mitchell (R-NY).

Note: Attendance at this session earns 1 point toward ASAE CAE certification or recertification.

2:30 PM – 4:30 PM
General Session – “How to Manage Your Board – Before It Manages You”

Presenters

Kenyon R. Gleason

Kenyon R. Gleason

President and Secretary, National Association of Sporting Goods Wholesalers (NASGW)

Robert C. Harris

Robert C. Harris

Principal, The Nonprofit Center: Promoting the Association Management Profession

You will hear from a leading association expert and one of our own during this lively program!

Effective associations rely on a board to govern and staff to manage. Without board development, smart practices and tools, association leaders can slip into what they do best in their own settings – management. Bob Harris will lead a discussion of board orientation, strategic direction, best practices at the board table, meeting agendas, and risk awareness. Bring your questions and plan to share your own success stories.

Critical to the success of any association are the foundational documents that help you set the course. We all understand that the association world is changing — rather dramatically in some industries. So what if your bylaws, practices, and procedures no longer match your board’s strategic direction? You can tweak around the edges, or you can blow them up and start all over. Kenyon Gleason will share how his organization chose to blow things up and what that has already done for NASGW’s future.

About The Speaker

Kenyon Gleason has been President of the National Association of Sporting Goods Wholesalers (NASGW) since 2015. NASGW is a trade association representing the business interests of shooting sports industry wholesalers and approximately 650 associate members. Kenyon oversees day-to-day operations of the association, including membership development, service and member relations, association benefit programs, fund-raising, and coordination and development of NASGW’s annual Expo event. He also serves as secretary of the NASGW Board of Directors.

Prior to joining NASGW, Kenyon was vice president of development and field operations for the American Road and Transportation Builders Association (ARTBA) in Washington, DC.

Robert Harris of The Nonprofit Center: Promoting the Association Management Profession has 30+ years’ experience with associations, chambers, and other nonprofits. His seminars are interactive and focused on core knowledge and realistic organizational capacity. Bob utilizes case studies, trends, and headlines for board orientation, training, strategic planning, staff training, and consulting. He is the author of Association Management 101 Online©, creator of the Association Self-Auditing Process©, and co-author of Building an Association Management Company.

Note: Attendance at this session earns 2 points toward ASAE CAE certification or recertification.

Dan Ketelsen

Dan Ketelsen

Director of Sales, Associated Luxury Hotels International (ALHI)

4:30 PM – 4:45 PM
General Session – “Associated Luxury Hotels International (ALHI) Report and a Look at Monarch Beach Resort, home of the NAW AEC 2017 Summer Meeting”

We are delighted to have Dan Ketelsen, ALHI Director of Sales, deliver the ALHI Report and give us a peek at the NAW AEC 2017 Meeting location, the exquisite Monarch Beach Resort in Dana Point, CA. Nestled hillside overlooking a pristine beach in Dana Point, CA, you can enjoy spectacular outdoor activities, championship golf, an award-winning spa, and much more. A great destination for both meetings and families.

About The Speaker

As Director of Sales for ALHI’s Mid-Atlantic Region, Dan Ketelsen is responsible for assisting meeting professionals, association executives, incentive specialists, business executives, and convention specialists in the Mid-Atlantic United States with ALHI Global Sales Organization services and professional sales support for its distinguished portfolio of more than 250 hotels and resorts around the world. Prior to joining ALHI, Dan served as the Director of Convention Sales – Mid-Atlantic Region for Visit Anaheim. Previous to that, he served for 17 years with Hyatt Hotels Corporation.

Monarch Beach Resort
Dana Point, California
July 9–12, 2017

Participants

Staff executives of these associations have participated in extraordinary networking opportunities at past AEC meetings.

  • American Supply Association
  • American Veterinary Distributors Association
  • Associated Equipment Distributors
  • Association for High Technology Distribution
  • Association for Hose & Accessories Distribution (The)
  • Association of Millwork Distributors
  • Association of Pool & Spa Professionals
  • Association of Woodworking & Furnishings Suppliers
  • Automotive Aftermarket Industry Association
  • Bearing Specialists Association
  • Business Solutions Association
  • Canadian Institute of Plumbing & Heating
  • Copper & Brass Servicenter Association
  • Door & Hardware Institute
  • Education Market Association
  • Electro-Federation Canada, Inc.
  • Energy Equipment & Infrastructure Alliance
  • Equipment Marketing & Distribution Association
  • The Fertilizer Institute
  • Food Industry Suppliers Association
  • Foodservice Equipment Distributors Association
  • FPDA Motion & Control Network (The)
  • Gases & Welding Distributors Association
  • Health Industry Distributors Association
  • Healthcare Distribution Management Association
  • Heating, Airconditioning & Refrigeration Distributors International
  • Independent Distributor Association
  • Industrial Supply Association
  • International Association of Plastics Distributors
  • International Foodservice Distributors Association
  • International Sanitary Supply Association
  • International Sealing Distribution Association
  • Irrigation Association
  • Material Handling Equipment Distributors Association
  • Metals Service Center Institute
  • Motorcycle Industry Council
  • National Association of Chemical Distributors
  • National Association of Electrical Distributors
  • National Association of Sign Supply Distributors
  • National Association of Sporting Goods Wholesalers
  • National Association of Steel Pipe Distributors
  • National Beer Wholesalers Association
  • National Convenience Store Distributors Association
  • National Fastener Distributors Association
  • National Marine Distributors Association
  • National School Supply & Equipment Association
  • North American Building Material Distribution Association
  • North American Horticultural Supply Association
  • North American Wholesale Lumber Association, Inc.
  • NPES Association for Suppliers of Printing Publishing and Converting Technologies (The)
  • Optical Laboratories Association
  • Outdoor Power Equipment & Engine Service Association, Inc.
  • Pet Industry Distributors Association
  • Petroleum Equipment Institute
  • Power Transmission Distributors Association
  • Secondary Materials and Recycled Textiles Association
  • Security Hardware Distributors Association
  • Textile Care Allied Trades Association
  • Water & Sewer Distributors of America
  • Wholesale Florist & Florist Supplier Association
  • Wine & Spirits Wholesalers of America, Inc.
  • Woodworking Machinery Industry Association

Comments

Why are the NAW AEC Winter and Summer Meetings the most valuable gatherings of the year for NAW association executives? Here are some great reasons—directly from association executives who have attended past NAW AEC Meetings:

“As a first time attendee, I felt the program was dollar for dollar, one of the best values I’ve ever gained at a conference. And that’s saying something since I’ve been at a lot of conferences in my career across industries.”

— Kenyon Gleason,  National Association of Sporting Goods Wholesalers (NASGW) 

“Real world – takeaways that can be implemented immediately. 1st class event”

— Michelle McNamara, National Association of Electrical Distributors (NAED) 

“I always look forward to this meeting and the great networking and educational opportunities that this meeting affords me as a small association executive.”

— Jackie King, American Veterinary Distributors Association (AVDA)

“The NAW AEC meetings provide tremendous value by identifying issues, enabling interaction with peers, and being a source of challenge and motivation.”

— Tim Buche, Motorcycle Industry Council (MCI) 

“Excellent content, networking, and value. It can be hard to pull away from the office, but it’s worth every minute. The payoff comes in what you bring back to your staff, your Board, and your members and their future!”

— Sharon Newport, Door and Hardware Institute

“Whether one is a new or experienced association executive, there is always the opportunity to learn more about our craft at these NAW AEC gatherings.”

— Ken Hutton, Industrial Supply Association (ISA)

“I believe this is my 20th year attending NAW AEC sessions, both summer and winter. I try never to miss them. With a mixture of long-time attendees and newbies, it is an outstanding resource and incubator for best practices in association management.”

— Kristin Thompson, International Sealing Distribution Association (ISD)

“The NAW Association Executives Council is a fantastic network of distribution association CEOs. What I learn from them is invaluable to my organization and my own professional growth.”

— Deborah Hamlin, Irrigation Association (IA) 

“NAW AEC meetings bring focus, energy, and relevance to the association community. Always a good use of my time.”

 Robert Weidner, Metals Service Center Institute

“The NAW AEC meetings offer excellent networking, content, and insights for any association leader seeking to grow and strengthen his or her organization.”

— Joe Thompson, The Association for Hose & Accessories Distribution (NAHAD)

“In all four summer AEC meetings I have attended, I have walked away with no less than 2 pages of ideas to implement. Nowhere else can I get this specific advice on our business- running a distribution business.”

— Ann Arnott, Power Transmission Distributors Association (PTDA)

“The July NAW AEC Meeting has become an institution within the Gee household. The content and interaction with peers is a key part of my own professional development, but the summer meeting also provides a great, rare opportunity for my entire family to enjoy great friendships in great locations together once a year. In addition to the personal friends and mentors I’ve found through the AEC Meetings, my wife and kids also have developed relationships they maintain throughout the year and look forward to renewing each July. All five of us look forward to this meeting each year and we encourage other families within the NAW AEC to join us.”

— Talbot Gee, Heating, Air-conditioning & Refrigeration Distributors International (HARDI)

“The NAW AEC meetings are the best way for association executives to get a great return on your dues investment!”

— Jerry Heppes, CAE, Door and Hardware Institute (DHI)

“I think the NAW AEC meetings are not only interesting and informative, but they are an absolute must for new people like me coming into the association management business.”

 Riccardo Azzoni, Woodworking Machinery Industry Association (WMIA)

“I highly recommend NAW AEC meetings. They are the place to network and discover new ideas for staff executives of wholesaler-distributor associations.”

 John Garfinkel, International Sanitary Supply Association (ISSA)

“The NAW AEC meetings are invaluable for the networking and educational content we receive. Smaller associations especially can benefit and learn best practices from experienced leaders of larger associations. Come see for yourself.”

 Stella Jones, Food Industry Suppliers Association (FISA)

“The NAW AEC meetings are one of my ‘must–attend’ learning forums for the year. They provide a meaningful learning and networking opportunity that’s just not available elsewhere.”

 Ralph Suppa, Canadian Institute of Plumbing & Heating (CIPH)

“The NAW AEC meetings, beyond a shadow of a doubt, have proven to be the single most valuable learning experience that our executives experience on an annual basis.”

— Taylor Fernley, Fernley & Fernley

“As a small association operating – like all of us – in a challenged economy, I must be more selective than ever which meetings I attend. I make it a point to attend the NAW AEC meetings.”

— David Cotter, Textile Care Allied Trades Association (TCATA)

“The program has given me lots of value and ideas to implement.”

— Nancy Cueroni, National Marine Distributors Association (NMDA)

Location - Fairmont Washington

Washington, DC

Fairmont1Known for comfort and luxury, The Fairmont Washington D.C. is located in Washington’s fashionable West End, at the corner of 24th & M Streets, N.W. Close to shops, museums, restaurants, and sightseeing venues, this hotel is certain to please all meeting attendees. For more information, go to:  http://www.fairmont.com/washington

Hotel Registration

A block of rooms has been reserved at The Fairmont for NAW meeting attendees at the following special rates:

  • Fairmont (Regular) Room: $365 per night
  • Deluxe Room: $405 per night
  • One-Bedroom Suite: $445 per night

These rates are guaranteed for reservations made by January 12, 2017. Please click here to take advantage of NAW’s special room rates and book your room now.

NOTE: Register for the NAW Meeting and book your room at The Fairmont Washington by December 15 and receive a $100 room credit.

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