Delivering for Best-in-Class Wholesaler-Distributors

Virtual Roundtable – June 9, 2021

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 of four 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 - June 9, 2021

1:30 PM – 1:40 PM

1:40 PM – 2:20 PM
Opening Session & Discussion
Shifting the Center of Gravity to Virtual Ways of Learning & Development

TJ van Schalkwyk, Associate Client Partner, Korn Ferry

Global megatrends are driving an accelerated transition in business which requires different skills and capabilities for future success. To support the transition in the workforce organizations are accelerating investment in Learning and Development. Through the Pandemic there has been a shift from in-person to virtual ways of L&D. We will explore the pros and cons of virtual L&D and discuss considerations for the future balance of virtual and in-person L&D. We believe that virtual L&D has been proven to be a viable option, but finding the right balance for virtual, in-person or hybrid L&D in a post Pandemic world will depend on the organizational context.


  • Explore changing trends in leadership
  • Virtual vs in-person experience – The Good, The Bad and The Ugly
  • Possible future scenarios depending on the organizational context


With more than 15 years of experience globally in the oil and gas and mining industries, TJ Van Schalkwyk successfully combines his industry experience with consulting solutions to create value for his clients.

Mr. Van Schalkwyk partners with his clients to understand their specific business context and helps them develop and implement organizational solutions to deliver on their business strategy. Prior to joining Korn Ferry, Mr. Van Schalkwyk worked in leadership roles at Schlumberger and consulting firms such as McKinsey and Deloitte, leading transformations across the oil and gas and mining industries.

Mr. Van Schalkwyk has deep global experience in the Industrial Sector, including oil and gas and mining industries. His clients have ranged from the largest oil and gas producers and service companies globally to major oil sands producers in the Canadian oil sands as well as innovation and collaboration alliances.

Areas of expertise include strategy development and execution, digital transformation, and operating model design and implementation.

Mr. Van Schalkwyk has a degree in electric and electronic engineering from the University of Stellenbosch in South Africa and an MBA with specialization in finance from the University of Calgary’s Haskayne School of Business. He is a member of the Association of Professional Engineers in Alberta (APEGA). He is fluent in English and Afrikaans.

2:20 PM – 2:30 PM

2:30 PM – 3:10 PM
General Session & Discussion
NAW Government Relations Update

Jade West, Chief Government Relations Officer, NAW

We are almost half-way through 2021 and few pundits called this year right.   Few predicted Democrats would win two Senate seats in January run-off elections in Georgia, giving them control of a 50-50 tied Senate.  Most predicted Democratic gains in 2020 House elections, but Republicans gained 9 seats, leaving Speaker Pelosi with a bare 9-vote majority, the smallest in years.  The Congressional session started with hopes that President Biden’s reputation as a deal maker and the narrow Democratic  margins in Congress would bring legislators to pursue bipartisan agreements. Those hopes were short-lived, as Democrats used the “reconciliation” process to enact an almost-2-trillion-dollar Covid relief bill with no GOP input or votes.  Now before Congress are two additional bills proposing about $4 trillion in spending and about $2 trillion in tax increases.  Republicans immediately announced opposition to both, and Democrats announced they would again use “reconciliation” to pass both without GOP support.  But first the Democrats have to garner the support of all 50 Democratic senators, which is proving difficult.  Jade West will share insights on what the rest of the Congressional session will bring, and how will events this year impact the 2022 mid-term elections.


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.

3:10 PM – 3:20 PM

3:20 PM – 4:00 PM
General Session & Discussion
Rolling Forecast and the Systematic Process Around the Function

Jeremy Welsand, Chief Finance Officer, Border States

Rolling forecasts are one of the most important financial tools used in financial planning. By following a few best practices for rolling forecasts, you can incorporate real-time strategic agility into your forecasting process, making it easier to meet your business needs in both the short term and the long.  In this session, we will discuss some key steps that Jeremy Welsand, CFO at Border States took in their journey to a rolling forecast process.


Jeremy Welsand joined Border States as the CFO in 2011 and leads the finance and legal functions of Border States. Jeremy serves on the company’s Board of Directors, Executive Committee and other company committees.

Border States is 100% employee-owned through an Employee Stock Ownership Plan (ESOP) and is the seventh largest electrical distributor in North America. The company provides products and supply chain solutions to the construction, industrial, and utility markets, and is headquartered in Fargo, North Dakota.

Border States has over 2,300 employees in 100 branch locations in 22 states.

Before joining Border States, Jeremy was an audit partner in the Minneapolis, MN, office of Grant Thornton, LLP, a national public accounting firm and international accounting organization. As an audit partner, he worked with public and private companies in the technology, manufacturing, distribution and construction industries providing their assurance service needs, such as annual audits, consulting, due diligence and transactional engagements. Jeremy worked in London, England, from 2005-2007, gaining experience with international financial reporting standards and has significant experience with mergers and acquisitions.

Jeremy graduated from the University of Wisconsin – Superior in 1994 with a Bachelor of Science in Accounting and started his public accounting career at that time. He is a Certified Public Accountant licensed in North Dakota and Minnesota. He is a member of the American Institute of Certified Public Accountants and both the North Dakota and Minnesota Society of Certified Public Accountants.

Jeremy currently serves on the Board of Directors of Employee-owned S-Corporations of America (ESCA) and the Board of Directors of the Elite Distributors Insurance Captive (EDIC) and is active with the National Association of Electrical Distributors (NAED) and the ESOP Association. He serves on the board of Down Home, a not-for-profit organization and is involved with other not-for-profit organizations.

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 Fall 2021.

5:00 PM

Wholesale distribution companies participating in the Spring 2021 Billion Dollar CFO Virtual Roundtable:

  • A D I
  • Benco Dental Co
  • Border States Electric
  • Bunzl Distribution USA Inc
  • Crescent Electric Supply Co
  • Dot Foods Inc
  • Lipseys Inc
  • M O R S C O
  • Motion Industries Inc
  • S R S Distribution Inc
  • Uline
  • W E S C O Distribution Inc
  • Winsupply Inc

NAW Billion Dollar Company CFO Roundtable Members and/or Participants of 2020 Roundtables

  • ABC Supply
  • ADI Global
  • Alro Steel Corp
  • Amerigas Propane
  • Benco Dental
  • Ben E Keith Co
  • Big Rock Sports
  • Border States Electric
  • Bunzl Distribution USA Inc
  • City Electric Supply
  • Core Mark International Inc
  • Dot Foods Inc
  • Graybar
  • Ingram Content Group
  • Johnstone Supply
  • Medline Industries Inc
  • Republic National Distributing
  • SanMar
  • 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.