Delivering for Best-in-Class Wholesaler-Distributors

Virtual Roundtable – December 2, 2020

Add to Calendar 20201202T133000Z 20201202T170000Z America/New York NAW Billion Dollar CFO Virtual Roundtable, Fall 2020
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We are currently in the process of finalizing our virtual Fall 2020 program. Please check back for updates. Please contact Tara Mostatab at if you have any questions.

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 Virtual Roundtable Preliminary Agenda

Virtual Roundtable - December 2, 2020

1:30 PM – 1:40 PM

1:40 PM – 2:20 PM
Opening Session & Discussion
The Era of Accelerating Strategy Breakthroughs and the Role of the CFO

Sam Rosenberg, Partner, Oliver Wyman

Julien Boulenger, Partner, Oliver Wyman

Wholesale distribution has been rapidly transforming, 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 and more fragile supply chains.

The role of planning and strategic anticipation has never been more important, and the role of the CFO in stewarding the governance of near-term through strategic priorities is critical. Distributors are looking to rapidly shift efforts towards new areas of growth, achieve more with less, balancing short-term and strategic investments. In this environment, the role of financial planning has broadened to become a stronger partner to the business, driving decision making.

This session will explore the concept of ‘Megatrends’ as a lens into understanding and reacting to the many shifts impacting distributors, and provide examples and frameworks of how executive teams are adapting their strategic planning processes as a result. The presentation will highlight the impact of COVID-19 through the lens of evergreen planning and discuss how distribution leaders are being more proactive, adaptable, and strategic. We will share tangible examples of how companies in and around the wholesale distribution space are adapting their strategies to build resilience.


Sam Rosenberg is a Partner in the Oliver Wyman New York office with over 16 years of experience. Sam focuses on helping companies transform their commercial organizations, including market strategy, offer, pricing, and sales. He is also a member of Oliver Wyman Digital, where he has helped numerous companies achieve commercial transformation through improved processes, tools, and analytics. Sam has authored recent reports, including The Intelligent Distributor, Making Scientific Pricing Actually Deliver, and Navigating the Revenue Tech Landscape. He graduated cum laude from Princeton University, focusing on operations research, finance, and computer science.

Julien Boulenger is a Partner in Oliver Wyman’s New York office. He mainly focuses on strategic and commercial effectiveness topics in the B2B Services, Wholesale Distribution, and Manufacturing sectors. He notably led major strategic repositioning and commercial transformation efforts for US and global companies. Julien has also recently authored Networked Sales: Leveraging non-traditional resources to support sales growth amid uncertainty. Prior to joining Oliver Wyman, Julien worked in Mergers and Acquisitions for Lazard in Paris. Julien holds Masters degrees from the London School of Economics and Edhec Business School. He is fluent in English and French.

2:20 PM – 2:30 PM

2:30 PM – 3:10 PM
General Session & Discussion
Automation in Finance

Tony Dinola, Partner Business Consulting & Technology, Grant Thornton

Bobby Gorski, Experienced Manager of Technology Transformation, Grant Thornton

Before Coronavirus, many distributors planned for major shifts in their finance processes which included automation and artificial intelligence. In a post-pandemic world, these shifts were accelerated. Many distributors were forced to change their process so that they could accept payment in a world that was now completely digital and do more with less as finance functions were leaned out to manage cost. At this session, you’ll learn you can help your finance process be as efficient as possible in a post-pandemic world.


Tony Dinola is a versitile business consultant focused on servicing clients in many industries. With deep expertise in technology and his background as a CPA, he is focused on solving business problems across the enterprise.

Tony’s professional experience has centered on large-scale transformations across the finance function and IT systems. His experience has included:

  • Helping merge the finance function of new acquisitions onto acquirer processes and systems
  • Leading program management efforts for ERP projects to accomplish objectives and achieve desired benefits
  • Providing governance models and structure to track progress and address issues and risks
  • Coordinating system testing, conversion, and cutover efforts
  • Adoption of new accounting standards through process re-design efforts and new systems implementations.

In addition, Tony has lead significant strategy projects including:

  • Digital Transformation
  • IT Strategy & Roadmap development
  • Large-Scale ERP Implementations for SAP & JD Edwards
  • Post-merger integration services
  • Business process re-design

Tony’s industry experience has covered the following:

  • CIP – Manufacturing
  • Utilities / Energy
  • Aerospace & Defense
  • Financial Services
  • Paper & Packaging

Tony is a Certified Public Accountant in the state of North Carolina. He is also a member of the North Carolina Association of Certified Public Accountants and a member of the American Institute of Certified Public Accountants.

Tony is currently on the finance committee for a national Not-For-Profit located in the Charlotte, NC market. As of July 1, 2018 Tony will become a board menmber of that organization and will be the Finance Committee Chair.

Bobby Gorski is currently running multiple RPA implementations for some of our largest RPA clients. He has experience in implementations using UiPath, Automation Anywhere and Blue Prism. While building out the RPA practice at his previous company, he leveraged Agile methodologies and partnered with the sprint teams to ensure seamless RPA implementations.

Bobby transitioned to GT from the Financial Services Industry where he specialized in Risk Management, Vendor Management, Operational Risk, Agile, End to End Sourcing Process and Digital/Business Transformation.

While running the Third Party Management team within Wholesale Operations, Bobby identified manual processes, automated and streamlined the process to free up almost 7 FTE to focus on higher priority needs within operations. After this effort, Bobby spent the next year standing up and running an RPA and Business Transformation group within Wholesale Operations where he focused on digitizing and automating the many manual tasks that exist within banking leveraging Agile methodology.

Since joining GT, Bobby has been involved in many healthcare initiatives that focused on identifying and automating processes within revenue cycle and assisting clients in standing up Agile management framework to fit their existing RPA programs.

Vivek Rodrigues is a Senior Manager in Grant Thornton’s Digital Transformation and Management Practice. He has significant experience in providing strategic business and technology solutions to leading Fortune 500 organizations having focused on: Strategy Development, Process Re-engineering, Process Automation, Cost Management, Change Management and Operational Risk

Vivek advises financial services institutions on process re-engineering, cost optimization, change management, and operational risk. He is one of the firm’s leaders within the Robotic Process Automation (RPA) practice. Vivek is currently working with multiple clients in deploying RPA within different divisions of those firms and is also leading multiple engagements in deploying RPA internally for Grant Thornton.

He has extensive experience working with investment banks and other financial services institutions and has performed numerous time and efficiency studies. In addition to consulting, Vivek has worked directly for several investment banks focusing on process improvement and efficiency optimization.
Additionally Vivek also has deep experience managing large complex regulatory and change initiatives. He has been involved from inception through to delivery including significant change management experience


  • M.B.A., Concentration in Information Systems
  • M.S., Taxation
  • B.S., Accounting

3:10 PM – 3:20 PM

3:20 PM – 4:00 PM
General Session & Discussion

Finding ways to make your sales team more impactful – The role of the new sales rep in today’s hyper-competitive reality

Jim Pancero, President & Sales Speaker, Pancero, Inc.

A critical responsibility of a company’s CFO is to evaluate and understand where your sales team is today…and what they need to be doing to increase your sales and profitability. This information-intensive program will share (and hopeful even answer):

  • Why are so many sales reps still using old and outdated selling skills? And how do we change them?
  • What are the critical post-COVID “selling best practices” our team needs to be following?
  • How can my sales team communicate more value and uniqueness to our buyers?
  • What is the job of a sales manager in this new reality of selling?
  • What are the most critical selling tools, processes and structures we need to be following?
  • How can I measure and evaluate my team to see the best areas of improvement that will also increase sales?

A detailed program workbook/actin guide will be provided that includes two 20-question evaluations you can use (one to evaluate your sales reps and one for your sales managers). We will have time for questions. Since our time together will likely not be enough Jim will also record a follow-up video to answer any questions still not answered during our webinar. We know you’re good…are you and your team ready to get even better?


Jim Pancero has been a successful sales and sales leadership speaker, trainer and consultant for almost 40 years, helping distribution and equipment manufacturers increase their competitive advantage as well as strengthen their sales leadership skills. He has been one of the University of Innovative Distribution’s strongest scoring faculty member for fifteen years at the University of Innovative Distribution. You can learn more about Jim at and his special webpage offering sales and sales leadership ideas to help you through this challenging time at

4:00 PM – 5:00 PM
Open Discussion
This is also 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 scheduled for Spring 2021.

5:00 PM

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

  • A D I
  • Alro Steel Corp
  • AmeriGas Propane
  • Benco Dental Co
  • Ben E Keith Co
  • Big Rock Sports
  • Border States Electric Supply
  • Brenntag North America Inc
  • City Electric Supply
  • Core Mark International Inc
  • Dot Foods Inc
  • Hajoca Corp
  • Ingram Content Group Inc
  • Medline Industries Inc
  • Republic National Distributing Co Inc
  • SanMar Corp
  • Sonepar USA
  • Uline
  • Vallen Distribution Inc
  • W E S C O Distribution Inc
  • Wilbur-Ellis
  • Winsupply Inc
  • Wurth Industry of North America

NAW Billion Dollar Company CFO Roundtable Members

  • ABC Supply
  • ADI Global
  • Airgas
  • Alro Steel Corp
  • Amerigas Propane
  • Benco Dental
  • Ben E Keith Co
  • Big Rock Sports
  • Border States Electric
  • Brenntag North America Inc
  • Bunzl Distribution USA Inc
  • City Electric Supply
  • Core Mark International Inc
  • Dot Foods Inc
  • Graybar
  • Hajoca Corp
  • Ingram Content Group
  • Johnstone Supply
  • Medline Industries Inc
  • Sonepar USA
  • Uline
  • US LBM
  • US Lumber Group
  • Vallen Distribution Inc
  • W E S C O Distribution Inc
  • Wilbur-Ellis
  • Winsupply Inc
  • 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

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