Delivering for Best-in-Class Wholesaler-Distributors
NAW Web Banner_12_22_V1_OfficialSet

In 2020, the global pandemic upended all of our lives and transformed the way we do business, America chose a new President, and NAW saw even bigger change, as we welcomed our first new CEO in 41 years. As we turn the page and enter 2021, NAW will host its first Digital Summit, an event focused on “Leading in a Time of Transition.”

The NAW 2021 Digital Summit will be an event like none other hosted in the history of NAW.  After nearly a year of constant virtual conference calls, “zoom fatigue” is real.  That’s why we’ve designed a highly interactive virtual event that will capture your attention from start to finish.

Every moment of the NAW 2021 Digital Summit will be aimed at helping you lead through a time of transition. Here’s a sample of the content you’ll find:

  • Hear from some of the industry’s leading CEOs on how they pivoted their companies to respond to the pandemic and what they have planned for the year ahead
  • Learn how the turmoil of 2020 changed the industry in five important ways and what your business needs to do to stay competitive through 2-minute videos you can later share with your teams
  • Network with your peers and discuss issues impacting your business through our Discussion Roundtables
  • Understand what Joe Biden has planned just six days into his Presidency and how it could impact your business
  • Connect with speakers in the online greenroom or join our post-event digital chats to go deeper into topics and share your insights
  • And much more, including surprise content and speakers you’ll only experience if you attend the NAW Digital Summit!

While we’d much prefer to see you in person, the advantage of hosting a Digital Summit is the savings in travel costs, which will allow you to “bring” many more team members to this event so they can gain insights and sharpen their skills too.

Register Today

Register Now

Register now for the NAW Executive Summit, Tuesday, January 29, 2019, 6:30 p.m.–Thursday, January 31, 2019, 2:00 p.m., in Washington, DC. Please plan your arrival and departure from the hotel accordingly.

Register and book your room at the Fairmont Washington, DC hotel by December 15 and you’ll receive a $100 room credit at check-in!

NOTE: If your company is not a wholesale distribution firm and is not an NAW member, you must become an NAW member to be eligible to attend the NAW Executive Summit. To join NAW, go to https://www.naw.org/join-today/ or contact Nathan Nelson at 202.872.0885 or corporaterelations@naw.org.

Contact NAW

Our Office

1325 G Street NW, Suite 1000 Washington, DC 20005-3100

Contact Information

(202) 872-0885

Email NAW

NAW 2021 Digital Summit Agenda

Wednesday, January 27, 2021
10:00 AM – 1:45 PM Eastern Standard Time

10:00 AM – 10:10 AM

Keeping the American Economy Moving – A Salute to Wholesale Distribution

The Wholesale Distribution sector accounts for $5.7 trillion of the US economy and is responsible for 5.6 million jobs in the US. Wholesaler-distributors are a key element contributing to economic growth and employment.  NAW is preparing to launch a campaign to discuss the wholesaler-distributor’s impact on the economy, its customers and the public.  You don’t want to miss this chance to see how distributors are impacting our nation and its economy in this exciting opening sequence.

Building the Next-Gen NAW

Peter Drucker once said, “The best way to predict the future is to create it.”  Get to know Eric Hoplin, new NAW President and CEO, as he shares his thoughts and vision for the future NAW.

 

ERIC HOPLIN

President and CEO, NAW

 

ERIC'S BIO

Eric Hoplin is the new President and CEO of the National Association of Wholesaler-Distributors (NAW), representing nearly 30,000 companies that account for one-third of the American economy, by supplying businesses with the products they need to serve their customers in nearly every sector of commerce. Eric also serves as President of the NAW Institute for Distribution Excellence, President of the NAW Service Corporation and Treasurer of the NAW Political Action Committee.

A seasoned executive and communicator who has worked at the highest levels of government and business, Eric was previously the Head of External Relations for Wells Fargo, where he led a team focused on improving the company’s reputation and advancing pro-growth policy objectives in concert with third-party organizations across the political spectrum.  Before joining Wells Fargo, he served as the executive director at the Financial Services Roundtable (now BPI), a trade association representing the CEOs of the nation’s largest financial services companies. Prior to that, Hoplin worked in management consulting at Booz Allen Hamilton where he helped senior leaders across the government solve their most vexing challenges. Earlier in his career, Eric worked in politics, supporting many congressional, gubernatorial and Presidential campaigns.

Eric is a leader in the charitable community, where he serves on the Boards of the Trust for the National Mall and the Reagan Ranch. He is a prolific fundraiser, having raised millions of dollars for charitable organizations, NGOs and political candidates.

10:10 AM – 11:00 AM

Growing in Uncertain Times: Turning Challenges into Opportunity and Change into Competitive Advantage

Stimulating a culture of growth amidst uncertainty begins with distribution leaders who take ownership for their changed reality, unleash an ambition that drives their teams forward and align their people to the new ways of working that are necessary to create value in today’s disrupted business environment. In this rich case-study-driven session, Peter Sheahan will unpack how to balance the need for prompt action with the need to maintain the capacity, capability and engagement required to make the most of the massive opportunities that inevitably emerge from a crisis. And, he will explore the unique application of these insights in a mostly virtual world.

PETER SHEAHAN

A World-Class Speaker, Business Transformation Leader and Founder and CEO, Karrikins Group

 

PETER'S BIO

Peter Sheahan is Founder and CEO of Karrikins Group, a global leader in strategic business transformation. Founded in 2006, this firm has partnered with many of the world’s most recognizable brands, including Cardinal Health, Apple, Goldman Sachs, Microsoft, Hyundai, IBM, Pfizer and Wells Fargo. The firm’s mission is to empower business leaders to outperform the limitations of strategy, structure, capital allocation and market conditions.

Peter is a world-class speaker on Business Trends and New Market Opportunities and a best-selling author of seven business books, including Flip, Generation Y, Making it Happen, and Matter. He is internationally known for his innovative business thinking and thought leadership. With more than 120 staff in more than 23 cities across seven different countries, Peter knows firsthand the challenges of growing a business in the rapidly changing marketplace.

Peter has delivered more than 2,500 presentations to over 500,000 people in 20 different countries around the world. He has been named one of the “25 Most Influential Speakers in the World” by the National Speakers Association and is the youngest person to be inducted into their industry Hall of Fame.

11:00 AM – 11:05 AM

Actionable Takeaways for Distribution Leaders in 2021 – Idea #1

The pandemic has challenged distributors on many fronts, from dealing with how their employees work, how their customers behave and how the supply chain operates to what ultimately constitutes business performance.

Spread throughout the NAW Digital Summit program, leading thought leaders in wholesale distribution will provide you with quick, hard-hitting ideas that you can act on in 2021 to help you improve your plans, processes, performance and results.

MIKE MARKS

Managing Partner, Indian River Consulting Group, and NAW Institute for Distribution Excellence Fellow

 

MIKE'S BIO

J. Michael Marks is Managing Partner of Indian River Consulting Group (IRCG). He became a NAW Institute for Distribution Excellence Fellow in 2002. IRCG is an experience-driven firm that continues to focus on the wholesale distribution channel. Prior to forming IRCG, Mike held the position of Executive Vice President at Lex Electronics, a vertically integrated electronics distributor. Prior to that, he was Director of Corporate Training and Development at Ducommon Inc., an industrial distribution company.

Mike is coauthor of Value Creation Strategies for Wholesaler-DistributorsWorking at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully and What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution.

11:05 AM – 12:20 PM

NAW Discussion Roundtables: Peer-to-Peer Networking and Idea Exchange

NAW Discussion Roundtables are always the most engaging session of an NAW event and will be a highlight of the NAW Digital Summit. You will select from a list of topics each day and will join that Discussion Roundtable to discuss it with your peers. These sessions offer a distinctive opportunity to tackle a specific subject, weigh opinions on critical topics, make new peer connections and learn from other leaders across the industry. And, as companies “bring” even more leaders to the Digital Summit this year, we’ll offer sessions for CEOs and executives across the C-suite.

Break     12:20 PM – 12:30 PM

12:30 PM – 1:20 PM

The First 100 Days: The Biden Agenda and What It Means for Wholesale Distribution

The 2020 presidential election was one of the most remarkable in modern history. Widespread mail-in voting during a pandemic, the largest turnout in American history, extraordinary election challenges, riots in the US Capitol . . . this election was anything but normal. The bitter partisan divide in the country has only seemed to grow more intense as Republicans and Democrats face changing winds within their parties. The Democrat Party leadership must contend with the vocal and empowered progressive wing of self-proclaimed Democrat Socialists. Meanwhile, the Republican Party must try to figure out its future as the demographics within the Party continue to change post-President Trump.

The tempestuous presidency of Donald Trump ended with the Democrat Party winning the White House, but that party’s hold on the House of Representatives was measurably weakened with Speaker Pelosi losing more than a dozen seats — leaving her with one of the slimmest majorities in history.  On the other side of the Capitol, the GOP lost control of the Senate, but just barely, with now-Majority Leader Democrat Chuck Schumer needing the Vice President sitting in the Chair to break tie votes in the new 50-50 chamber.

So the Democrat Party is now in full control of the government in Washington, but 2020 was hardly a referendum for either side of the political aisle or any specific ideology, and governing with the narrowest of majorities and no clear mandates may be challenging. Join the NAW Government Relations team as they discuss what the Republican and Democrat Parties will look like in 2021 and beyond, and get a preview of what to expect from a Biden Administration and a narrowly Democrat-controlled Congress.

JADE WEST

Chief Government Relations Officer, NAW

 

JADE'S BIO

Jade West is Chief Government Relations Officer for the National Association of Wholesaler-Distributors and oversees NAW’s legislative activities on Capitol Hill. She is also Executive Director of the NAW Political Action Committee.  She has handled a wide variety of federal public policy matters in her 18 years with NAW, including labor and tax issues.

Before joining NAW in 2002, Jade was a senior aide on Capitol Hill for more than twenty years.  She served as Staff Director of the U.S. Senate Republican Policy Committee and was responsible for a staff of policy experts who provided technical and policy analysis, research papers, talking points, and detailed legislative summaries to Republican Senators and their staffs. In addition, she served as Executive Director of the U.S. Senate Steering Committee.

In 2015 Jade’s leadership was recognized by her colleagues when she was named 2015 Lobbyist of Year by CEO Update – only the second association lobbying to receive that reward. 

BLAKE ADAMI

Vice President–Government Relations, NAW

 

 

BLAKE'S BIO

Blake Adami is NAW’s Vice President-Government Relations and his primary areas of responsibility include health care, workforce and workforce benefits, and labor issues. He concurrently serves as Political Director of the NAW Political Action Committee. Blake is also a member of the Management and/or Steering Committees of several coalitions, including the Employer’s Health Care Clearinghouse, the National Coalition on Benefits, the Partnership for Employer Sponsored Coverage, and the Stop the HIT (Health Insurance Tax) Coalition. Prior to joining NAW, he served for nearly 10 years in the U.S. House of Representatives as a Deputy Chief of Staff and Legislative Director.

SETH WAUGH

Associate Vice President–Government Relations, NAW

 

SETH'S BIO

Seth Waugh is NAW’s Associate Vice President-Government Relations, with primary responsibility for transportation and infrastructure. He also serves as Deputy Political Director of the NAW Political Action Committee. Prior to joining NAW, Seth served as Director of Government Affairs for the Portland Cement Association. He also lobbied for the National Shooting Sports Foundation, the Enlisted Association of the National Guard of the U.S., and the National Association for Biomedical Research. He managed the grassroots operations across 14 states for the National Rifle Association and spent nearly five years on the staff of the late U.S. Senator George Voinovich (R-OH). He also worked for the Ohio House of Representatives and on political campaigns throughout the country.

1:20 PM – 1:25 PM

NAW Chairman’s Message

Douglas W. York, NAW Chairman of the Board, will deliver his NAW Chairman’s Message — the culmination of his year as 2020 Chairman of the NAW Board of Directors.

DOUGLAS W. YORK

President and CEO, Ewing Irrigation & Landscape Supply

 

DOUG'S BIO

Douglas W. York is President and CEO of Ewing Irrigation & Landscape Supply, headquartered in Phoenix, Arizona. Ewing is the largest family-owned supplier of landscape and irrigation products in the country. The company supplies professional contractors with irrigation supplies, water efficient and sustainable solutions, landscape and turf products, agronomics and growing, hardscape and outdoor living, landscape lighting, water features, erosion control and more.

1:25 PM – 1:30 PM

Actionable Takeaways for Distribution Leaders in 2021 – Idea #2

The pandemic has challenged distributors on many fronts, from dealing with how their employees work, how their customers behave and how the supply chain operates to what ultimately constitutes business performance.

Spread throughout the NAW Digital Summit program, leading thought leaders in wholesale distribution will provide you with quick, hard-hitting ideas that you can act on in 2021 to help you improve your plans, processes, performance and results.

MARK DANCER

CEO, Network for Business Innovation

 

 

MARK'S BIO

Mark Dancer is President of Network for Channel Innovation. He was named a Fellow of the NAW Institute for Distribution Excellence in 2017. He works with business leaders and teams to create visions, solve problems and strengthen capabilities. Mark’s experience includes work across global markets and commercial, industrial, services, technology, automotive, construction and other sectors. Previously, Mark was Vice President of Global Channel Management–Industrial Adhesives at Henkel Corporation.

Mark is author of four research studies for the NAW Institute for Distribution Excellence: Innovate to Dominate: The 12th Edition in the Facing the Forces of Change® Series; CEO Insights on Innovating the Distributor for the Digital AgeGetting Results From Your Digital InvestmentsBecoming a Digital Distributor: Strategies and Tools That Create Value and Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors.

1:30 PM – 1:45 PM

Bringing It All Together

Once the program wraps for the day, stay online for opportunities to connect with presenters and peers through one of our chat forums, participate in revealing polls, and discover the first day’s reveal. You will receive a package before the meeting which will be opened at the close of Day 1 events.

Thursday, January 28, 2021
10:00 AM – 1:45 PM Eastern Standard Time

10:00 AM – 10:05 AM

Kicking Off Day 2

Join NAW President and CEO Eric Hoplin as we kick off Day 2 with a review of the takeaways revealed during Day 1 and the answers to our end-of-day polling.

10:05 AM – 10:45 AM

The Distribution CEO Panel: Leading in a Time of Transition

Join NAW and leading distribution CEOs as we discuss the unprecedented global economic and societal challenges impacting wholesale distribution today. These challenges can lead to opportunities for creative, innovative and opportunistic distribution leadership as we get closer to freeing ourselves from this global pandemic.

2020 has been a time that both challenged and energized distribution leaders. Distributors have accelerated digital transformation, managed and inspired a remote workforce, and developed new protocols to service customers.  All of this has been made possible by leaders who adapted to an environment that required nimble and flexible leadership.

Moderated by NAW’s Eric Hoplin, this Distribution CEO Panel will focus on the innovative principles and journeys that helped these CEOs lead their organizations through the once-in-a-lifetime global pandemic. Learning from their insights will help you to sharpen your vision and crystallize your perspectives so you can serve your customers and marketplace. In many ways, the pandemic has upended how we operate and accelerated changes in our business that were inevitable. This is an opportunity to share lessons learned and to create new thinking for future-proofing your business.

Hear from these innovative distribution leaders about the journeys their companies took in 2020 and the lessons they learned.

D.G. MACPHERSON

Chairman and CEO, Grainger Inc.

 

 

D.G.'S BIO

D.G. Macpherson was named Chairman of Grainger Inc. in October 2017, and Chief Executive Officer and appointed to the Board of Directors in October 2016. He served as Chief Operating Officer for Grainger from August 2015 through September 2016. Grainger, with 2019 sales of $11.5 billion, is North America’s leading broad line supplier of maintenance, repair and operating products (MRO), with operations also in Europe, Asia and Latin America.

Prior to these roles, D.G. was Senior Vice President and Group President, Global Supply Chain and International, where he led the development of corporate strategy and continuous improvement, the global supply chain organization, the company’s single channel online business model and international operations in Asia and Europe. Prior to that, he was Senior Vice President and President, Global Supply Chain and Corporate Strategy.

D.G. joined Grainger in 2008 from the Boston Consulting Group (BCG), where, from 2002 to 2008, he was Partner and Managing Director. In that capacity, he served as a consultant to Grainger on a number of strategic and operational efforts, including availability improvement, pricing strategy, product line expansion and sales force effectiveness. At BCG, D.G. was a member of the Industrial Goods Leadership Team with strong experience in production systems and continuous improvement methodologies.

KATHY MAZZARELLA

Chairman, President and CEO, Graybar Electric Co. Inc.

 

KATHY'S BIO

Kathy Mazzarella is Chairman, President and Chief Executive Officer at Graybar, an employee-owned, FORTUNE 500 distributor of electrical, communications and data networking products. Kathy has developed broad management, sales, marketing and human resources experience over her 38 years with the company. She also has an extensive educational background, proven leadership skills and strategic vision, all of which enable her to focus Graybar’s executive team on strategic issues that are vital to sustaining the company’s long track record of success.

Kathy joined the company in 1980 as a customer service representative in San Francisco. She progressed through various sales positions before transferring to St. Louis as a senior sales representative in 1984. In 1991 she was named field sales manager in St. Louis and was appointed district marketing manager the following year.

In 1994 Kathy joined Graybar’s corporate headquarters as national product manager and was named director of sales in 1997. The following year she was appointed vice president, corporate accounts and international, a position she held until June 2001, when she was promoted to vice president, strategic planning. In January 2004, she was promoted to vice president, human resources and strategic planning and was elected to Graybar’s Board of Directors.

Kathy was named senior vice president, human resources and strategic planning in December 2005. In April 2008, she became senior vice president, sales and marketing comm/data and in March 2010, was appointed senior vice president, sales and marketing. In December 2010, she was appointed to the position of executive vice president and chief operating officer. She was appointed the 11th president and chief executive officer in company history in June of 2012 and became chairman of the board of directors in January of 2013. Kathy serves as Chair of the Executive Committee of the Board and as Chair of the Employees’ Benefit, Finance and IT Committees of the Company.

DEBBIE WEITZMAN

President, US Pharmaceutical Distribution, Cardinal Health Inc.

 

DEBBIE'S BIO

Debbie Weitzman is currently the President of Pharmaceutical Distribution at Cardinal Health, a FORTUNE 14 company, responsible for the largest business unit of the company that serves customers, including hospital systems, long-term care facilities, community pharmacies and chain pharmacies. Her organization of more than 6,000 associates includes multiple field sales teams, sales operations, marketing, strategy and a national supply chain network.

Debbie is a seasoned executive with deep expertise in medical devices and pharmaceutical distribution as well as extensive international experience. She completed several acquisitions and successful integrations that included start-up operations in Latin America. Debbie has proven she can set strategic direction and execute. She is recognized for her work in developing talent, in optimizing organizational design and for creating a productive culture in a changing organization. She was nominated by Cardinal Health to receive the Healthcare Businesswomen’s Association Luminary Award as recognition for her work inspiring women to rise in the company.

Previous to her current role, Debbie served as Senior Vice President & General Manager, responsible for Cardinal Health’s sales and distribution operations for pharmaceutical products, medical-surgical products, hospital pharmacy management and logistics services in Puerto Rico and Latin America. Under her leadership, the revenue more than tripled primarily through organic growth but also through several strategic local acquisitions. With Cardinal Health’s acquisition of the global Cordis business unit, she set up new commercial operations in Mexico, Colombia and Brazil.

Prior to Cardinal Health, Debbie worked for 10 years in the medical device division of Johnson & Johnson in various roles and with regional responsibility in Central America and the Caribbean. She started her career in banking with a position at J.P. Morgan, followed by various marketing roles in consumer brand management both in the United States and Puerto Rico.

ERIC HOPLIN, MODERATOR

President and CEO, NAW

10:45 AM – 10:50 AM

Actionable Takeaways for Distribution Leaders in 2021 – Idea #3

The pandemic has challenged distributors on many fronts, from dealing with how their employees work, how their customers behave and how the supply chain operates to what ultimately constitutes business performance.

Spread throughout the NAW Digital Summit program, leading thought leaders in wholesale distribution will provide you with quick, hard-hitting ideas that you can act on in 2021 to help you improve your plans, processes, performance and results.

IAN HELLER

Founder and Chief Strategy Officer, Distribution Strategy Group

 

IAN'S BIO

A popular and compelling speaker and consultant, Ian Heller of Distribution Strategy Group spent more than 30 years in the distribution industry. Rising from truck unloader to Vice President at Grainger, Ian has since worked or consulted for dozens of other leading distributors. He holds an MBA from The Kellogg School of Management at Northwestern University.

10:50 AM – 11:15 AM

NAW vs. Amazon: A look Inside the Fight to Level the B2B Playing Field

Amazon Business continues on its mission to dominate B2B Distribution, the country’s largest industry. Amazon’s exploitative conduct and abuse of its third-party sellers in B2B commerce mirrors the playbook it executed in the Business-to-Consumer (B2C) marketplace. Like its B2C business, Amazon plays “both sides” of B2B by selling its own products in direct competition against its own third-party sellers whom Amazon considers to be “customers of Amazon.” Unchecked, Amazon’s dominance threatens to cripple the highly competitive B2B system that exists in our country. Wholesaler-distributors – most of them small- and medium-size businesses – will quite literally be driven out of existence, leaving customers with fewer alternatives and less choice.
Amazon is currently under antitrust investigations by both the Federal Trade Commission and Congress. The House Judiciary Antitrust Subcommittee recently released its blockbuster report detailing allegations of anti-competitive abuses by Amazon and offered a menu of policy remedies on how to clamp down on Amazon’s anticompetitive and abusive practices.

Join Alex Moazed of Applico, James Tierney of Orrick Herrington & Sutcliffe LLP, and NAW’s Blake Adami as they discuss Amazon’s dominance in the B2B marketplace and NAW’s role in the ongoing Amazon antitrust investigations by the FTC and Congress.

ALEX MOAZED

Founder and CEO, Applico

 

ALEX'S BIO

Alex Moazed founded Applico in 2009 when he was 20 years old and funded the company with his own credit cards.

Alex co-authored the best-selling book, Modern Monopolies, which defines the platform business model dominating the 21st century economy. He works directly with Fortune 500 C-suites and boards to help them build or buy their own platform businesses.

JAMES TIERNEY

Partner, Orrick Herrington & Sutcliffe LLP

 

 

JAMES' BIO

The former Chief of the U.S. Justice Department’s Networks and Technology Enforcement Section (Net Tech), Jim Tierney focuses his practice at Orrick Herrington & Sutcliffe LLP on antitrust and competition law, advocating before federal agencies on behalf of the firm’s global clients in the technology, energy & infrastructure and finance sectors.

Jim is a well-recognized figure inside the Washington, DC Beltway and an accomplished antitrust lawyer, with expansive knowledge of regulatory issues facing the technology and finance sectors.

As Net Tech Chief, Jim oversaw all civil antitrust enforcement in the tech and financial services sectors, reviewing, investigating and, when necessary, litigating, every major strategic technology transaction and conduct issue in the past decade. He oversaw civil antitrust enforcement, competition advocacy, and competition policy in the areas of computer hardware and software, high-technology component manufacturing, financial services, securities industries, and professional associations. Jim also led the agency’s cooperation with antitrust and competition authorities worldwide.

BLAKE ADAMI, MODERATOR

Vice President of Government Relations, NAW

Break     11:15 AM – 11:25 AM

11:25 AM – 12:30 PM

NAW Discussion Roundtables: Peer-to-Peer Networking and Idea Exchange

NAW Discussion Roundtables are always the most engaging session of an NAW event and will be a highlight of the NAW Digital Summit. You will select from a list of topics each day and will join that Discussion Roundtable to discuss it with your peers. These sessions offer a distinctive opportunity to tackle a specific subject, weigh opinions on critical topics, make new peer connections and learn from other leaders across the industry. And, as companies “bring” even more leaders to the Digital Summit this year, we’ll offer sessions for CEOs and executives across the C-suite.

12:40 PM – 1:30 PM

NAW 2021–2022 Economic Forecast

Alan Beaulieu of ITR Economics is someone who will keep you glued to your screen. With a reputation as an accurate, straightforward economist, Alan has been delivering his distribution update to the NAW Executive Summit for years. Providing what NAW audiences wait for every year, he will unveil his economic outlook for 2021–2022. It’ll be packed with strategic action items and insightful suggestions to help you change the course of your business based on his economic forecasting. His high-spirited analysis will focus on both a macro forecast for the US economy and a more-focused forecast for various sectors in our industry.

Beaulieu

ALAN BEAULIEU

NAW Senior Economic Advisor, and President, ITR Economics

 

 

ALAN'S BIO


One of the country’s most informed economists and also NAW Senior Economic Advisor, Alan Beaulieu is a principal of ITR Economics, where he serves as President. Since 1990, Alan has been consulting with companies that have a domestic and global perspective on how to forecast, plan and increase their profits based on business cycle trend analysis. Alan has been providing workshops and economic analysis seminars across the United States to literally thousands of business owners and executives. He has appeared in/on: The Wall Street JournalThe New York TimesBarron’sUSA TodayBusiness WeekThe Washington Times, Associated Press, Knight Ridder News Services, Reuters, CBS Radio, CNN Radio, Sirius talk radio and numerous other outlets.

1:30 PM – 1:35 PM

Actionable Takeaways for Distribution Leaders in 2021 – Idea #4

The pandemic has challenged distributors on many fronts, from dealing with how their employees work, how their customers behave and how the supply chain operates to what ultimately constitutes business performance.

Spread throughout the NAW Digital Summit program, leading thought leaders in wholesale distribution will provide you with quick, hard-hitting ideas that you can act on in 2021 to help you improve your plans, processes, performance and results.

Brent Grover

BRENT GROVER

Managing Director, Brent Grover & Co., and NAW Institute for Distribution Excellence Fellow

 

BRENT'S BIO

Brent R. Grover is Managing Director of Brent Grover & Co. He was named a NAW Institute for Distribution Excellence Fellow in 2005. He advises owner managers of closely held distribution and manufacturing companies on the challenges of strategy and ownership succession.

Brent, former CEO of National Paper & Packaging Co., served as Chairman of the NAW member association National Paper Trade Association in 1993. Brent is author of seven books for the NAW Institute including Mergers and Acquisitions for Distributors: Expert Advice for Buyers and SellersIn Search of the Perfect Customer: Cost-to-Serve for Distributors and Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins.

1:35 PM – 1:45 PM

The Big Close!

Join a conversation with Dirk Van Dongen, recently retired President and CEO of NAW, as he shares his thoughts on the industry he dedicated his life to for more than 50 years. As NAW looks toward the future, hear from the legend on his thoughts for the future.

Then stay online for opportunities to connect once again with presenters and peers through a chat forum, participate in our final poll, and discover the final day’s reveal. Your Day 2 package will be opened at the close of today’s events.

DIRK VAN DONGEN

NAW 2021 Digital Summit Speakers

Eric Hoplin

President and CEO, NAW

Wednesday, January 27

Building the Next-Gen NAW

ERIC'S BIO

Eric Hoplin is the new President and CEO of the National Association of Wholesaler-Distributors (NAW), representing nearly 30,000 companies that account for one-third of the American economy, by supplying businesses with the products they need to serve their customers in nearly every sector of commerce. Eric also serves as President of the NAW Institute for Distribution Excellence, President of the NAW Service Corporation and Treasurer of the NAW Political Action Committee.

A seasoned executive and communicator who has worked at the highest levels of government and business, Eric was previously the Head of External Relations for Wells Fargo, where he led a team focused on improving the company’s reputation and advancing pro-growth policy objectives in concert with third-party organizations across the political spectrum. Before joining Wells Fargo, he served as the executive director at the Financial Services Roundtable (now BPI), a trade association representing the CEOs of the nation’s largest financial services companies. Prior to that, Hoplin worked in management consulting at Booz Allen Hamilton where he helped senior leaders across the government solve their most vexing challenges. Earlier in his career, Eric worked in politics, supporting many congressional, gubernatorial and Presidential campaigns.

Eric is a leader in the charitable community, where he serves on the Boards of the Trust for the National Mall and the Reagan Ranch. He is a prolific fundraiser, having raised millions of dollars for charitable organizations, NGOs and political candidates.

Peter Sheahan

A World-Class Speaker, Business Transformation Leader and Founder and CEO, Karrikins Group

Wednesday, January 27

Growing in Uncertain Times: Turning Challenges into Opportunity and Change into Competitive Advantage

PETER'S BIO

Peter Sheahan is Founder and CEO of Karrikins Group, a global leader in strategic business transformation. Founded in 2006, this firm has partnered with many of the world’s most recognizable brands, including Cardinal Health, Apple, Goldman Sachs, Microsoft, Hyundai, IBM, Pfizer and Wells Fargo. The firm’s mission is to empower business leaders to outperform the limitations of strategy, structure, capital allocation and market conditions.

Peter is a world-class speaker on Business Trends and New Market Opportunities and a best-selling author of seven business books, including FlipGeneration YMaking it Happen, and Matter. He is internationally known for his innovative business thinking and thought leadership. With more than 120 staff in more than 23 cities across seven different countries, Peter knows firsthand the challenges of growing a business in the rapidly changing marketplace.

Peter has delivered more than 2,500 presentations to over 500,000 people in 20 different countries around the world. He has been named one of the “25 Most Influential Speakers in the World” by the National Speakers Association and is the youngest person to be inducted into their industry Hall of Fame.

Mike Marks

Managing Partner, Indian River Consulting Group, and NAW Institute for Distribution Excellence Fellow

Wednesday, January 27

Actionable Takeaways for Distribution Leaders in 2021 – Idea #1

MIKE'S BIO

J. Michael Marks is Managing Partner of Indian River Consulting Group (IRCG). He became a NAW Institute for Distribution Excellence Fellow in 2002. IRCG is an experience-driven firm that continues to focus on the wholesale distribution channel. Prior to forming IRCG, Mike held the position of Executive Vice President at Lex Electronics, a vertically integrated electronics distributor. Prior to that, he was Director of Corporate Training and Development at Ducommon Inc., an industrial distribution company.

Mike is coauthor of Value Creation Strategies for Wholesaler-DistributorsWorking at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully and What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution.

Jade West

Chief Government Relations Officer, NAW

Wednesday, January 27

The First 100 Days: The Biden Agenda and What It Means for Wholesale Distribution

JADE'S BIO

Jade West is Chief Government Relations Officer for the National Association of Wholesaler-Distributors and oversees NAW’s legislative activities on Capitol Hill. She is also Executive Director of the NAW Political Action Committee.  She has handled a wide variety of federal public policy matters in her 18 years with NAW, including labor and tax issues.

Before joining NAW in 2002, Jade was a senior aide on Capitol Hill for more than twenty years.  She served as Staff Director of the U.S. Senate Republican Policy Committee and was responsible for a staff of policy experts who provided technical and policy analysis, research papers, talking points, and detailed legislative summaries to Republican Senators and their staffs. In addition, she served as Executive Director of the U.S. Senate Steering Committee.

In 2015 Jade’s leadership was recognized by her colleagues when she was named 2015 Lobbyist of Year by CEO Update – only the second association lobbying to receive that reward. 

Blake Adami

Vice President of Government Relations, NAW

Wednesday, January 27

The First 100 Days: The Biden Agenda and What It Means for Wholesale Distribution

BLAKE'S BIO

Blake Adami is NAW’s Vice President-Government Relations and his primary areas of responsibility include health care, workforce and workforce benefits, and labor issues. He concurrently serves as Political Director of the NAW Political Action Committee. Blake is also a member of the Management and/or Steering Committees of several coalitions, including the Employer’s Health Care Clearinghouse, the National Coalition on Benefits, the Partnership for Employer Sponsored Coverage, and the Stop the HIT (Health Insurance Tax) Coalition. Prior to joining NAW, he served for nearly 10 years in the U.S. House of Representatives as a Deputy Chief of Staff and Legislative Director.

Seth Waugh

Associate Vice President–Government Relations, NAW

Wednesday, January 27

The First 100 Days: The Biden Agenda and What It Means for Wholesale Distribution

SETH'S BIO

Seth Waugh is NAW’s Associate Vice President-Government Relations, with primary responsibility for transportation and infrastructure. He also serves as Deputy Political Director of the NAW Political Action Committee. Prior to joining NAW, Seth served as Director of Government Affairs for the Portland Cement Association. He also lobbied for the National Shooting Sports Foundation, the Enlisted Association of the National Guard of the U.S., and the National Association for Biomedical Research. He managed the grassroots operations across 14 states for the National Rifle Association and spent nearly five years on the staff of the late U.S. Senator George Voinovich (R-OH). He also worked for the Ohio House of Representatives and on political campaigns throughout the country.

Douglas W. York

President and CEO, Ewing Irrigation & Landscape Supply

Wednesday, January 27

NAW Chairman’s Address

DOUG'S BIO

Douglas W. York is President and CEO of Ewing Irrigation & Landscape Supply, headquartered in Phoenix, Arizona. Ewing is the largest family-owned supplier of landscape and irrigation products in the country. The company supplies professional contractors with irrigation supplies, water efficient and sustainable solutions, landscape and turf products, agronomics and growing, hardscape and outdoor living, landscape lighting, water features, erosion control and more.

Mark Dancer

CEO, Network for Business Innovation, and NAW Institute for Distribution Excellence Fellow

Wednesday, January 27

Actionable Takeaways for Distribution Leaders in 2021 – Idea #2

MARK'S BIO

Mark Dancer founded the Network for Business Innovation to drive awareness, advocacy and excellence for channel innovation, and to enable an exchange of ideas between channel leaders on business transformation, technology adoption, social impact and community engagement. For more than 30 years, Mark has worked with leading companies to achieve channel excellence across a wide range of industries in developed and emerging markets.

Mark is author of six research studies for the NAW Institute for Distribution Excellence: Innovate to Dominate: The 12th Edition in the Facing the Forces of Change® Series; Creating Innovations and Shaping the Future of Business: A Look at Commerce, Technology and Human Forces in DistributionCEO Insights on Innovating the Distributor for the Digital Age; Getting Results From Your Digital Investments; Becoming a Digital Distributor: Strategies and Tools That Create Value; and Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors

D.G. Macpherson

Chairman and CEO, Grainger Inc.

Thursday, January 28

The Distribution CEO Panel: Leading in a Time of Transition

D.G.'S BIO

D.G. Macpherson was named Chairman of Grainger Inc. in October 2017, and Chief Executive Officer and appointed to the Board of Directors in October 2016. He served as Chief Operating Officer for Grainger from August 2015 through September 2016. Grainger, with 2019 sales of $11.5 billion, is North America’s leading broad line supplier of maintenance, repair and operating products (MRO), with operations also in Europe, Asia and Latin America.

Prior to these roles, D.G. was Senior Vice President and Group President, Global Supply Chain and International, where he led the development of corporate strategy and continuous improvement, the global supply chain organization, the company’s single channel online business model and international operations in Asia and Europe. Prior to that, he was Senior Vice President and President, Global Supply Chain and Corporate Strategy.

D.G. joined Grainger in 2008 from the Boston Consulting Group (BCG), where, from 2002 to 2008, he was Partner and Managing Director. In that capacity, he served as a consultant to Grainger on a number of strategic and operational efforts, including availability improvement, pricing strategy, product line expansion and sales force effectiveness. At BCG, D.G. was a member of the Industrial Goods Leadership Team with strong experience in production systems and continuous improvement methodologies.

Kathy Mazzarella

Chairman, President and CEO, Graybar Electric Co. Inc.

Thursday, January 28

The Distribution CEO Panel: Leading in a Time of Transition

KATHY'S BIO

Kathy Mazzarella is Chairman, President and Chief Executive Officer at Graybar, an employee-owned, FORTUNE 500 distributor of electrical, communications and data networking products. Kathy has developed broad management, sales, marketing and human resources experience over her 38 years with the company. She also has an extensive educational background, proven leadership skills and strategic vision, all of which enable her to focus Graybar’s executive team on strategic issues that are vital to sustaining the company’s long track record of success.

Kathy joined the company in 1980 as a customer service representative in San Francisco. She progressed through various sales positions before transferring to St. Louis as a senior sales representative in 1984. In 1991 she was named field sales manager in St. Louis and was appointed district marketing manager the following year.

In 1994 Kathy joined Graybar’s corporate headquarters as national product manager and was named director of sales in 1997. The following year she was appointed vice president, corporate accounts and international, a position she held until June 2001, when she was promoted to vice president, strategic planning. In January 2004, she was promoted to vice president, human resources and strategic planning and was elected to Graybar’s Board of Directors.

Kathy was named senior vice president, human resources and strategic planning in December 2005. In April 2008, she became senior vice president, sales and marketing comm/data and in March 2010, was appointed senior vice president, sales and marketing. In December 2010, she was appointed to the position of executive vice president and chief operating officer. She was appointed the 11th president and chief executive officer in company history in June of 2012 and became chairman of the board of directors in January of 2013. Kathy serves as Chair of the Executive Committee of the Board and as Chair of the Employees’ Benefit, Finance and IT Committees of the Company.

.

Debbie Weitzman

President, US Pharmaceutical Distribution, Cardinal Health Inc.

Thursday, January 28

The Distribution CEO Panel: Leading in a Time of Transition

DEBBIE'S BIO

Debbie Weitzman is currently the President of Pharmaceutical Distribution at Cardinal Health, a FORTUNE 14 company, responsible for the largest business unit of the company that serves customers, including hospital systems, long-term care facilities, community pharmacies and chain pharmacies. Her organization of more than 6,000 associates includes multiple field sales teams, sales operations, marketing, strategy and a national supply chain network.

Debbie is a seasoned executive with deep expertise in medical devices and pharmaceutical distribution as well as extensive international experience. She completed several acquisitions and successful integrations that included start-up operations in Latin America. Debbie has proven she can set strategic direction and execute. She is recognized for her work in developing talent, in optimizing organizational design and for creating a productive culture in a changing organization. She was nominated by Cardinal Health to receive the Healthcare Businesswomen’s Association Luminary Award as recognition for her work inspiring women to rise in the company.

Previous to her current role, Debbie served as Senior Vice President & General Manager, responsible for Cardinal Health’s sales and distribution operations for pharmaceutical products, medical-surgical products, hospital pharmacy management and logistics services in Puerto Rico and Latin America. Under her leadership, the revenue more than tripled primarily through organic growth but also through several strategic local acquisitions. With Cardinal Health’s acquisition of the global Cordis business unit, she set up new commercial operations in Mexico, Colombia and Brazil.

Prior to Cardinal Health, Debbie worked for 10 years in the medical device division of Johnson & Johnson in various roles and with regional responsibility in Central America and the Caribbean. She started her career in banking with a position at J.P. Morgan, followed by various marketing roles in consumer brand management both in the United States and Puerto Rico.

Ian Heller

Founder and Chief Strategy Officer, Distribution Strategy Group

Thursday, January 28

Actionable Takeaways for Distribution Leaders in 2021 – Idea #3

IAN'S BIO

A popular and compelling speaker and consultant, Ian Heller of Distribution Strategy Group spent more than 30 years in the distribution industry. Rising from truck unloader to Vice President at Grainger, Ian has since worked or consulted for dozens of other leading distributors. He holds an MBA from The Kellogg School of Management at Northwestern University.

Alex Moazed

Founder and CEO, Applico

Thursday, January 28

NAW vs. Amazon: A look Inside the Fight to Level the B2B Playing Field

ALEX'S BIO

Alex Moazed founded Applico in 2009 when he was 20 years old and funded the company with his own credit cards.

Alex co-authored the best-selling book, Modern Monopolies, which defines the platform business model dominating the 21st century economy. He works directly with Fortune 500 C-suites and boards to help them build or buy their own platform businesses.

James Tierney

Partner, Orrick Herrington & Sutcliffe LLP

Thursday, January 28

NAW vs. Amazon: A look Inside the Fight to Level the B2B Playing Field

JAMES' BIO

The former Chief of the U.S. Justice Department’s Networks and Technology Enforcement Section (Net Tech), Jim Tierney focuses his practice at Orrick Herrington & Sutcliffe LLP on antitrust and competition law, advocating before federal agencies on behalf of the firm’s global clients in the technology, energy & infrastructure and finance sectors.

Jim is a well-recognized figure inside the Washington, DC Beltway and an accomplished antitrust lawyer, with expansive knowledge of regulatory issues facing the technology and finance sectors.

As Net Tech Chief, Jim oversaw all civil antitrust enforcement in the tech and financial services sectors, reviewing, investigating and, when necessary, litigating, every major strategic technology transaction and conduct issue in the past decade. He oversaw civil antitrust enforcement, competition advocacy, and competition policy in the areas of computer hardware and software, high-technology component manufacturing, financial services, securities industries, and professional associations. Jim also led the agency’s cooperation with antitrust and competition authorities worldwide.

Alan Beaulieu

NAW Senior Economic Advisor, and President, ITR Economics

Thursday, January 28

NAW 2021–2022 Economic Forecast

ALAN'S BIO

One of the country’s most informed economists and also NAW Senior Economic Advisor, Alan Beaulieu is a principal of ITR Economics, where he serves as President. Since 1990, Alan has been consulting with companies that have a domestic and global perspective on how to forecast, plan and increase their profits based on business cycle trend analysis. Alan has been providing workshops and economic analysis seminars across the United States to literally thousands of business owners and executives. He has appeared in/on: The Wall Street JournalThe New York TimesBarron’sUSA TodayBusiness WeekThe Washington Times, Associated Press, Knight Ridder News Services, Reuters, CBS Radio, CNN Radio, Sirius talk radio and numerous other outlets.

Brent Grover

Managing Director, Brent Grover & Co., and NAW Institute for Distribution Excellence Fellow

Thursday, January 28

Actionable Takeaways for Distribution Leaders in 2021 – Idea #4

BRENT'S BIO

Brent R. Grover is Managing Director of Brent Grover & Co. He was named a NAW Institute for Distribution Excellence Fellow in 2005. He advises owner managers of closely held distribution and manufacturing companies on the challenges of strategy and ownership succession.

Brent, former CEO of National Paper & Packaging Co., served as Chairman of the NAW member association National Paper Trade Association in 1993. Brent is author of seven books for the NAW Institute including Mergers and Acquisitions for Distributors: Expert Advice for Buyers and SellersIn Search of the Perfect Customer: Cost-to-Serve for Distributors  and Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins.

Frequently Asked Questions

Do I as an individual or my entire company have to be a Member of NAW to attend the NAW Digital Summit?

If your company is not a wholesale distribution firm and is not a member of NAW, your company must become a member for you and others from your company to be eligible to attend the NAW Digital Summit. To join NAW, go to https://www.naw.org/join-today/ or contact corporaterelations@naw.org.

How do I know if my company is a Member of NAW?

Log in to www.naw.org or create an account using your business information. Once you do, you will locate your company information and determine what membership status your company maintains with NAW. If you have questions, contact Nathan Nelson at corporaterelations@naw.org.

When will the NAW Digital Summit begin and end?

The NAW Digital Summit will begin promptly on Wednesday, January 27, 2021, at 10:00 a.m. Eastern Standard Time, and conclude promptly on Wednesday, January 28, 2021, at 1:45 p.m.

How do I attend the NAW Digital Summit?

Approximately 1 week prior to the meeting, you will receive an email from NAW providing you with your username and unique password to enter the event site. Your username is your email address and the password will be provided by NAW. You may access the event site at that time to check it out and see how it works. The event site will be simple and easy to navigate!

Who can participate in the Discussion Roundtables?

Discussion Roundtables are open to wholesaler-distributors, manufacturers and AEC registrants (and their staff) only.

What is the cancellation policy for the NAW Digital Summit?

Partial refunds are available for cancellations made prior to January 15, 2021. No refunds are possible after January 15. Substitutions will be allowed by request.

Where can I find meeting materials before the NAW Digital Summit?

NAW will send an email invitation to download the event site to all registrants approximately 1 week prior to the NAW Digital Summit. Once you have access to the event site (your username is your email address and you will be assigned a unique password), you’ll be able to review meeting materials as they are made available on the site. This includes PDFs and Videos. These items will be available for 1 month following the conclusion of the meeting.

Are there discounts if I bring additional people from my company with me?

Yes! NAW offers a three-tier pricing structure: Direct Members, Members of Member Associations and Non-Members. NAW offers pricing packages for 1, 5 or 10 registrants so that you can attend along with your management team and others who you feel could benefit from this event.
Here is an example of the pricing structure for a Direct Member:

1 Primary Registrant: $999.00

The 5 Pack: 1 Primary Registrant plus up to 4 Additional Registrants (employees from the same company at no additional cost) $1,999.00

The 10 Pack: 1 Primary Registrant plus up to 9 Additional Registrants (employees from the same company at no additional cost) $3,499.00

NOTE: The 5- and 10-pack registrations are available for your employees only.  When adding additional registrants beyond the paid primary registrant, please use the “pre-paid registration” option to register.

NAW 2021 Digital Summit Registration Fees

NAW Direct Member Pricing:

1 Primary Registrant

$999.00

The 5 Pack: 1 Primary Registrant plus up to 4 Additional Registrants (employees from the same company at no additional cost)

$1,999.00

The 10 Pack: 1 Primary Registrant plus up to 9 Additional Registrants (employees from the same company at no additional cost)

$3,499.00

Member of NAW Member Association Pricing:

1 Primary Registrant

$1,099.00

The 5 Pack: 1 Primary Registrant plus up to 4 Additional Registrants (employees from the same company at no additional cost)

$2,199.00

The 10 Pack: 1 Primary Registrant plus up to 9 Additional Registrants (employees from the same company at no additional cost)

$3,999.00

Nonmember Pricing:

1 Primary Registrant

$1,299.00

The 5 Pack: 1 Primary Registrant plus up to 4 Additional Registrants (employees from the same company at no additional cost)

$2,399.00

The 10 Pack: 1 Primary Registrant plus up to 9 Additional Registrants (employees from the same company at no additional cost)

$4,199.00

NOTE: The 5- and 10-pack registrations are available for your employees only.  When adding additional registrants beyond the paid primary registrant, please use the “pre-paid registration” option to register.

What is the cancellation policy for the NAW Digital Summit?
Partial refunds are available for cancellations made prior to January 15, 2021. No refunds are possible after January 15. Substitutions will be allowed by request.

To register, please click the registration link. You must log in to the NAW Website which will automatically show your registration category. If you have never logged in to the NAW website before, please add your username which is your email address. Assign a personal password and then enter your information when prompted to get started.

ajax-loader