Delivering for Best-in-Class Wholesaler-Distributors
Grant Thornton & Oliver Wyman Billion Dollar CFO Roundtable Sponsors

December 3-4, 2019 at the Hilton O’Hare in Chicago

Add to Calendar 20191203T180000Z 20191204T143000Z America/New York NAW Billion Dollar CFO Roundtable, Fall 2019
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Patrick (Pat) McKune, CFO for M. Holland Company, talks with Adam Isenberg, NAW Vice President – Corporate Relations, about the value of participating in the semi-annual NAW Billion Dollar CFO Roundtable and the specific ROI he has seen in just two years of participation.

The NAW Billion Dollar Company CFO Roundtable for direct members was created as a new mechanism for the CFO of large distribution enterprises to network with non-competing peers in multiple lines of trade on key finance issues.

Similar to other billion dollar roundtables NAW has created for the CIO, Operations, CHRO, and Chief Legal Officers this by invitation roundtable is composed of executives from billion dollar companies that meet in Chicago two times per year. This highly interactive group consists of the SENIOR-MOST financial executives or CFOs. The annual fee is $1,800 per member, which covers meeting costs for two events in a twelve-month cycle. Participants are expected to cover the cost of their hotel and travel. Once the annual fee is paid, there are no additional fees to attend the meetings, which will last one day beginning with a reception and dinner the evening before.

The participating companies can also name an alternate who can take the place of the CFO, should that person be unable to attend the scheduled meeting.

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 CFO Roundtable Preliminary Agenda

Day 1 - Dec 3, 2019

6:00 PM – 7:00 PM
Drinks & Dialogue Reception

Come prepared to meet and mingle with your fellow participants from the largest firms in the industry.

7:00 PM – 9:30 PM
Billion Dollar Executive Dinner

Executive supper club in Chicago this evening! This dinner is your opportunity to pick the brains of the senior executives for the top wholesale distribution companies in the industry. This is a joint dinner that will include the CFO and CIO executives attending the Fall Roundtable.

Day 2 - Dec 4, 2019

7:00 AM – 7:45 AM

8:00 AM – 9:30 AM
Opening Session & Discussion

Merchant Processing Solutions

John K. Perez, CEO, Unified Commerce Solutions

Dan Hatcher, President & Co-Founder, Unified Commerce Solutions

Madeline W. Long, Vice President Enterprise Solutions, Unified Commerce Solutions

Siobhan Cooper, Director of Enterprise Solutions, Unified Commerce Solutions

Credit card acceptance in the wholesale distribution industry is at an all-time high according to a recent NAW survey in which 88% of wholesaler-distributors indicated they already accept credit cards, and 44% of those not accepting credit cards said they plan to in the next 24 months. But did you know that 8 out of 10 wholesaler-distributors are overpaying to accept credit cards?

Many wholesaler-distributors indicate that while less than one-quarter of their annual revenue is in credit card sales, the “transaction cost” associated with this volume is their greatest AR expense. NAW’s Trusted Partner for cloud-based AR technology and best-in-class payment acceptance solutions, Unified Commerce, is at the forefront of dynamic changes impacting the way wholesaler-distributors are paid. Join the Payment Industry Experts in this session to:

  • Get a first-hand look at credit card processing best practices and digital payment alternatives, including choosing the program and platforms that best complement your current AR workflows.
  • Find out how to protect margins and eliminate credit card acceptance fees with a compliant Surcharge Program for B2B credit card customer payments.
  • Learn how to safeguard your business and customers from fraud with digital payment solutions and credit card alternatives ranked most secure by the Association of Financial Professionals.
  • Discover how you can significantly reduce credit card chargebacks with a successful customer communication strategy.


As CEO, John sets Unified’s strategic direction while aligning procedures and resources to optimize efficiencies across the entire organization. Prior to Unified, John held executive roles with Fifth Third Bank and Branch Banking & Trust Company where he was a driver of success and process improvement. He holds a BS in Finance from Miami University.

With over two decades of experience as a Sales and Marketing Executive in FinTech, Dan has been instrumental in the creation and development of several key organizations that are dedicated to partnering with the nation’s premier brands. Working on both the acquiring and issuing sides of the payments industry, Dan led successful partnership endeavors with premier brands.

As VP of Enterprise Solutions, Madeline oversees all enterprise sales and revenue generating activity. Additionally, she leads Go-to-Market Product Initiatives, Pricing Strategy and has oversight of partnerships. Her strengths in strategic planning are evidenced by her success in launching one of the largest strategic Financial Institution partnerships.

As Director of Enterprise Solutions, Siobhan Cooper oversees enterprise sales and helps to establish and leverage best practices and standards for the enterprise sales team. With more than ten years experience in the payment industry, her focus is to ensure critical projects for clients and partners are delivered and implemented successfully.

9:30 AM – 9:45 AM

9:45 AM – 11:00 AM
General Session & Discussion

Managing Freight Cost

Ben Yokell, Managing Director, Grant Thornton

Transportation costs are increasing at a record pace. Today, products spend more time in transit than they do on the shelves. In addition, the truck driver shortage has continued to be a critical issue in wholesale distribution.  At this session, you’ll learn strategies to help you manage freight costs. 


Ben YoKell is an influential executive with an authentic passion for team building, operational improvement, advanced analytics, emerging technologies and business transformation.

11:00 AM – 12:00 PM
Open Discussion

This session is set aside for you to raise any issue you would like and have the group provide their thoughts. This is an open forum to further discuss any item on the agenda or to bring up topics that are not on the agenda. Make sure to take notes during this session, you may find a perfect topic to suggest for the next NAW Roundtable.

12:00 PM – 12:45 PM
Joint Lunch & Networking Discussion with CIO Roundtable
This is the “halftime” period where you meet up with all of the Billion Dollar Company senior executives at this week’s Roundtable to compare ideas and benchmark across disciplines. Both groups: CFO and CIO executives will attend this joint lunch.

1:00 PM – 2:00 PM
Closing Session & Discussion

Transforming the Last Mile Delivery

Bruce Spear, Partner, Oliver Wyman

Over the next five years, many sectors will see the imperative to improve customer delivery experience, and the last mile will become an increasing point of differentiation. Some distributors will build their own capabilities, leveraging new automated technology. Others will find new and perhaps unexpected partnerships or unconventional models to better meet customer needs. Many will also adapt their pricing and sales model to more effectively reward customers who help lower total cost of logistics. Partnering and innovation will become increasingly prevalent themes.

This presentation will examine the competitive landscape and economic realities around delivering leading customer experience as customer expectations and competitive environment around the last mile continue to evolve. The conversation will look at real examples from distribution, freight logistics and consumer. It will explore moves that distributors can make around new technologies, innovative customer delivery models and the role of partnering and ecosystems to drive scale economies.


Bruce Spear is a New York-based Partner in Oliver Wyman’s Consumer and Industrials practice, and member of the firm’s Pricing, Sales and Marketing team.

He has over 20 years of experience helping companies drive top line growth and improve profitability, both organically and through acquisition. His particular expertise is in offer design, pricing and revenue management.  He has led commercial and operational transformation efforts for leading airlines, transports, industrials and service providers.

Mr. Spear holds an M.B.A. from the Kellogg School of Management at Northwestern University and a B.S. in Economics from the Wharton School at University of Pennsylvania.

2:00 PM – 2:30 PM

Set Agenda for Next Meeting Scheduled for June 2-3, 2020!

2:30 PM

NAW Billion Dollar CFO Roundtable Members and Participants of Fall 2018 and Spring 2019 CFO Roundtable

  • ABC Supply
  • ADI Global
  • ADS
  • Border States Electric
  • Bunzl Distribution USA Inc
  • City Electric Supply
  • Core & Main
  • Core Mark International
  • Distribution International
  • Dot Foods Inc
  • Graybar
  • Ingram Content Group
  • Johnstone Supply
  • M Holland Company
  • M S C Industrial
  • Pool Corporation
  • Uline
  • US Lumber Group
  • Wilbur-Ellis

The following wholesale distribution companies are registered for the Fall 2019 Billion Dollar CFO Roundtable:

  • Border States Electric Supply
  • City Electric Supply
  • Ingram Content Group
  • Johnstone Supply
  • Pool Corporation
  • Uline
  • Wilbur-Ellis
  • Wurth Industry of North America

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

  • ABB Optical Group
  • ABC Supply
  • ADI Global
  • American Hotel Register
  • AmerisourceBergen
  • Border States Electric Supply
  • Bunzl Distribution USA, Inc.
  • Core-Mark International, Inc.
  • Dawn Food Products
  • Do It Best
  • Dot Foods, Inc.
  • Gordon Food Service
  • Graybar
  • Hajoca Corp
  • Ingram Content Group, Inc.
  • Johnstone Supply
  • LDI Ltd
  • M Holland Co.
  • MRC Global
  • Orora North America
  • Pool Corp.
  • PrimeSource
  • Scansource
  • SRS Distribution
  • Thermo Fisher Scientific
  • Uline
  • Uni-Select
  • US Lumber
  • Veritiv
  • Victory Packaging
  • WinSupply

Meeting Location:
Chicago Hilton O’Hare
10000 W O’Hare Ave.               Click Here to Book Your Room
Chicago, IL 60666
(773) 686-8000

Hilton Central Reservations – 877 865 5322


Please be vigilant if approached by any company or service that implies or claims to be an official housing provider for the National Association of Wholesaler-Distributors (NAW). We have been made aware of other housing companies or travel agencies that may be aggressively pursuing you, or your company, to book your guest rooms through their company, using your credit card information, at supposedly significant discounts. The only way to book your rooms with security for NAW Roundtables is to use the channels provided on our website. If you are contacted by one of these pirate companies, please contact NAW staff immediately.