Delivering for Best-in-Class Wholesaler-Distributors

Virtual Roundtable – October 8, 2020: 9:00 Am Eastern to 1:00 PM Eastern

Add to Calendar 20201008T133000Z 20201008T133000Z America/New York NAW Billion Dollar CEO Virtual Roundtable, 2020
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Register Today

We are currently in the process of finalizing our virtual 2020 program. Please check back for updates. Please contact Tara Mostatab at if you have any questions.

NAW’s Billion Dollar CEO Roundtable is a unique event designed for CEO’s of wholesale distribution companies with annual sales volumes that exceed $1 billion. A proverbial “who’s who” in wholesale distribution, this unique conference provides you with the opportunity to network with non-competing peers across a diverse range of commodity lines. You will have the most in-depth business discussions ever at this event!

This by-invitation-only event for CEO’s of billion dollar companies provides attendees a distinct forum where they can interact with peers from the largest firms in the industry to share and discuss key strategic issues.

Join your peers to discuss how you are surviving this economic climate and strategies to position your company for the coming rebound. Change is the only constant you can rely on and this event helps you to stay one step ahead.

If you would like to learn more please contact Tara Mostatab at 202.263.4080 or

Eligibility: Companies with $1B+ in annual revenue.
The NAW Billion Dollar Roundtable is the only opportunity that provides networking and benchmarking exclusively with other top executives of non competing, like-sized Wholesale-Distribution companies.

NAW Billion Dollar CEO Virtual Roundtable Preliminary Agenda

Virtual Roundtable - October 8, 2020

9:00 am
Opening Remarks

9:10 AM – 10:10 AM
The era of accelerating strategy and go-to-market breakthroughs
(30 minute presentation followed by 30 minutes of open discussion)

Hanna Moukanas, Partner, Oliver Wyman

Wholesale distribution has been rapidly transforming over the past ten years, partly driven by the rise of digital and disruptive players. Covid-19 has accelerated or reversed some of the broader trends, and has made the future more uncertain from an economic, social, and political standpoint. Distributors must now cope with rapid changes in customer buying behaviors, more fragile supply chains, and the need to rapidly evolve their go-to-market.

Distributors have managed through the first wave, and are learning how to behave in the disruptive cycle of COVID-19 lockdowns. Now is the time to start building towards the emerging new paradigm, which will be much leaner, more digital, collaborative and adaptive

This session will explore how COVID-19 is accelerating many of the trends that mark the era of the intelligent distributors, and lay out a set of strategic imperatives for wholesale distributors to win in the new normal. The discussion will focus on topics of go-to-market, sales transformation, and the technology and operating model evolutions that are proving most effective.


Hanna Moukanas has 25+ years experience working with boards, CEOs, and senior leadership teams conducting complex strategic and organizational transformations around the world, serving winning growth strategies. My clients have spanned several industries, including steel, aluminum, chemicals, automotive, building materials, packaging, leisure, household appliances, B2B services, and specialized retail.

I believe in searching and reapplying best practices and approaches across industries, and that the future has already happened somewhere else, so go and get it !

I started my career as an engineer in the Middle East. After moving to Europe in 1986, I was one of the four founding partners of MID, a French strategy consulting firm acquired by Oliver Wyman in 1995. In 2000, while based in Boston, I led the firm’s Strategy consulting practice. From 2003 in Paris, I then led the global Business-to-Business Industrial & Services practice, and also served as head of Oliver Wyman’s France unit for several years.

10:10 AM – 10:15 AM

10:15 AM – 11:15 AM
Working from Home and Lasting Changes from COVID-19
(30 minute presentation followed by 30 minutes of open discussion)

Ian G. Heller, Founder & Senior Partner, Real Results Marketing

COVID-19 has had a huge impact on wholesaler-distributors. At this session, 30-year industry veteran, Ian Heller, will share his predictions on how distribution will change post-Covid and what you can do to prepare your business. This presentation will then be followed by 30 minutes of open discussion. Participants will be put into virtual break out groups with non-competing peers.  Please bring two ideas or questions concerning the presentation that you want to discuss.


Ian G. Heller has more than 30 years of experience executing marketing and e-business strategy in the wholesale distribution industry. Ian has also written and spoken extensively on the impact of digital disruption on distributors. At Real Results Marketing, Ian works with distribution and manufacturing clients on developing strategic plans and is available for speaking engagements.

Ian entered the distribution industry as a truck unloader at a Grainger branch while in college. He eventually became Vice President of Marketing there and has since held senior executive roles at GE Capital, Corporate Express, Newark Electronics and HD Supply. Ian most recently served as President and COO for Modern Distribution Management, a specialized information and analytics firm serving the wholesale distribution industry.

Ian earned a BA in History from Roosevelt University and an MBA from the Kellogg School of Management at Northwestern University, where he was elected commencement speaker by his classmates and won the Dean’s Distinguished Service Award.

11:15 AM – 11:45 AM
NAW Government Relations Update (30 minutes)

Jade West, Chief Government Relations Officer,  NAW

As the critical 2020 national elections head into high gear amid a global pandemic, Jade will update you on what in the world is going on in Washington. Despite the bitter partisanship and continued gridlock, Congress is trying to come together to pass legislation to aid in reopening the country. So what is in store for Congress and the Administration for the rest of 2020 and where are things going after the 2020 election? Jade will share her insights and best guesses.


Jade West is the Chief Government Relations Officer for the National Association of Wholesaler-Distributors. She also serves as Executive Director of the NAW Political Action Committee. Jade is the senior lobbyist for NAW, advocating the interests of the wholesale distribution industry in Washington both on Capitol Hill and in the regulatory agencies.

In addition, she is Executive Secretariat for the 1,000-member Tax Relief Coalition and the LIFO Coalition. Jade is a Steering Committee member of the Alliance for Tax Fairness and Growth, and she is on the Management Committee of the Coalition for a Democratic Workplace, which leads the opposition to organized labor’s effort to remove secret ballot elections from union certification elections and force employers into binding “interest arbitration” in negotiating contracts. Jade is also a Director of the Business Industry Political Action Committee and a Founder and Director of the trade association Get Out the Vote Best Practices Group, both working to maximize the turnout of pro-business voters in federal elections.

Before joining NAW in 2002, Jade was a senior aide on Capitol Hill for more than 20 years.

11:45 AM – 11:50 AM

11:50 AM – 12:50 PM
Talent Shortage
(30 minute presentation followed by 30 minutes of open discussion)

Dustin H. Ogden, Senior Client Partner, Korn Ferry

This 30 min presentation will then be followed by 30 minutes of open discussion. Participants will be put into virtual break out groups with non-competing peers.


Dustin Ogden is a Senior Client Partner in the firm’s Global Industrial Practice, leading the firm’s Industrial and Specialty Distribution sector globally. In addition, he is responsible for the firm’s Chief Supply Chain and Operations Officers practice in North America in the recruitment of senior supply chain leaders across the spectrum of procurement, sourcing, logistics, and distribution.

Mr. Ogden has deep expertise in helping public company clients address their strategic human capital needs across a spectrum of situations – from igniting growth to investor activism. He also has extensive experience with the recruitment of C-suite executives in private equity portfolio companies. Mr. Ogden creates value for his clients by coordinating their needs with the breadth of Korn Ferry’s talent acquisition and advisory services. As a key market influencer, he partners closely with industry associations, consultancies, investment banks and academicians in the advancement of talent-related issues.

Mr. Ogden brings considerable talent acquisition and advisory experience to Korn Ferry, having previously served another global executive search firm in the Global Industrial sector. He is a member of the State Bar of Georgia and the State Bar of Florida and the Association of Executive Search Consultants. Aside from producing
thought leadership, he regularly presents on the topic of talent to industry associations, including the National Association of Wholesaler-Distributors and the Council for Supply Chain Management Professionals.

Mr. Ogden received a master’s degree in business administration from the Scheller College of Business at Georgia Institute of Technology where he continues to serve as an ambassador. He also holds a juris doctor from the Levin College of Law at the University of Florida and earned a bachelor of arts from the College of Charleston.

12:50 PM
Closing Remarks

NAW Billion Dollar CEO Roundtable Participants

The following wholesale distribution companies are registered for the 2020 Billion Dollar CEO Virtual Roundtable:

  • A B C Supply Co Inc
  • A D I
  • Alro Steel Corp
  • American Hotel Register Co
  • Benco Dental Co
  • Border States Electric Supply
  • Brenntag North America Inc
  • Bunzl Distribution USA Inc
  • City Electric Supply
  • Composites One LLC
  • Crescent Electric Supply Co
  • Dawn Food Products Inc
  • Distribution International Inc
  • Dot Foods Inc
  • Grainger Inc
  • Graybar Electric Co Inc
  • Hajoca Corp
  • Imperial Dade
  • Johnstone Supply
  • M O R S C O
  • M S C Industrial Supply Co
  • McLane Co Inc
  • Motion Industries Inc
  • Network Services Company
  • O R S Medco
  • PetroChoice
  • Sonepar USA
  • TriMark USA
  • U S LBM Holdings LLC
  • W E S C O Distribution Inc
  • Wilbur-Ellis
  • Winsupply Inc
  • Wurth Industry of North America

NAW Billion Dollar CEO Roundtable Registrants of 2017 - 2020 Roundtables

  • ABC Supply Co Inc
  • ADI
  • ADS Inc
  • Airgas an Air Liquide Company
  • Amcon Distributing Co
  • AmeriGas Propane
  • American Hotel Register Co
  • Animal Supply Co
  • Benco Dental Co
  • Breakthru Beverage Group
  • Brenntag North America Inc
  • Bunzl
  • City Electric Supply
  • Composites One LLC
  • Core & Main
  • Dawn Food Products Inc
  • Distribution International Inc
  • Dot Foods Inc
  • Ferguson Enterprises
  • Grainger Inc
  • Graybar Electric Co Inc
  • HD Smith LLC
  • Hajoca Corp
  • Home Depot Pro
  • Huttig Building Products
  • Imperial Dade
  • Johnstone Supply
  • M Holland Co
  • Mayer Electric
  • MSC Industrial Supply Co
  • McLane Foodservice Inc
  • Merchants Distributors Inc
  • Motion Industries Inc
  • Network Services Company
  • Nu Calgon Wholesaler Inc
  • Performance Food Group
  • PetroChoice
  • Pinnacle Agriculture Distribution
  • Pool Corporation
  • ScanSource Inc
  • Shamrock Foods
  • Sonepar
  • TTI Inc
  • Thermo Fisher Scientific
  • US LBM Holdings LLC
  • US Lumber Group
  • Uline
  • WESCO Distribution Inc
  • Wilbur Ellis/Connell Bros Co
  • Winsupply Inc
  • World Fuel Service Corp
  • Wurth Industry of North America

The following wholesale distribution companies have attended previous NAW Billion Dollar Company CEO Roundtables:

  • ABB Optical Group
  • ABC Supply Co Inc.
  • ADI Global
  • Airgas an Air Liquide Company
  • Alex Lee
  • American Hotel Register
  • AmerisourceBergen
  • Animal Supply Company
  • Border States Electric
  • Breakthru Beverage Group
  • Brenntag
  • Bunzl Distribution
  • City Electric Supply
  • Crescent Electric Supply
  • Dawn Food Products
  • Do It Best
  • Dot Foods
  • Essendant
  • Grainger
  • Graybar
  • Gypsum Management & Supply
  • Johnstone Supply
  • M Holland Company
  • McLane Foodservice
  • Merchants Distributors LLC
  • Morsco
  • MSC
  • Network Services Company
  • Performance Foodservice
  • Pool Corp.
  • PrimeSource Building Products
  • ScanSource
  • SRS Distribution
  • TNG
  • Thermo Fisher Scientific
  • TriMark USA
  • True Value Co.
  • Uline
  • Uni-Select
  • WESCO Distribution, Inc.
  • Wilbur Ellis
  • WinSupply

The Billion Dollar CEO Virtual Roundtable will take place via Zoom Meetings. Once registered, you will receive the Zoom meeting information.