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

June 4-5, 2019 at the Hilton O’Hare in Chicago

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We are currently in the process of finalizing our Spring 2019 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 Roundtable Preliminary Agenda

Day 1 - June 4, 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

Billion Dollar Executive Dinner
NAW Government Relations Update

Jade West
SVP-Government Relations, NAW

For over 20 years, Jade West was a staple in the U.S. Senate. For the past 10 years, Jade has helped educate lawmakers on how certain legislative policies could impact true economic engines such as wholesaler-distributors. From stopping the repeal of LIFO, to tax and labor initiatives, Jade has been out front and leading the charge on Capitol Hill to benefit the entire $6 trillion industry that is wholesale distribution.

Make sure to attend the most exclusive 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 spring Roundtable.


Jade West is Senior Vice President-Government Relations 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.

Day 2 - June 5, 2019

7:00 AM – 7:45 AM

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

How Organizations Can Benefit from a Project Management Officer (PMO)

Brian Anderson

Senior Director National Consulting, Point B

Laura Schultz

Strategic E-PMO, Johnstone Supply

In today’s innovative and dynamic economy, it is more critical than ever that companies are efficient and effective with their resource allocation and the execution of strategic initiatives. Successfully implementing a Program Management Office (PMO) is a great way to establish the standards and best practices companies need to outpace the competition.

Brian Anderson from Point B and Laura Schultz from Johnstone Supply will outline the value a PMO brings and the key elements that enable success.

Point B is an award-winning, employee owned management consulting firm that specializes in helping out clients realize their visions integrating acquisitions and launching new products to developing new medical centers and helping start-ups accelerate their growth. Over the 20+ years that we’ve been leading complex initiatives, what we’ve learned is that change is hard for our clients when trying to run and transform their business at the same time. They benefit from the practical approach to change and the focus on outcomes that Point B delivers.

Johnstone Supply is a leading HVAC/R distributor and a Cooperative, with 100 Members and over 425 locations in the United States and Canada. Founded in 1953 by John Shank, the Cooperative has grown to over $2B in sales and continues to outpace the competition with six distribution centers, local ownership backed by a national presence, an industry leading website and solutions that help the contractor do business.


Brian Anderson, Senior Director National Consulting has over 25 years of experience (14 years at Point B) designing, building, leading and optimizing Program Management Offices across industries and for Point B clients. From Portfolio Management to Governance to Program Execution, Brian has built and led PMO organizations with a focus on delivering value and results to get the most from their program and project investments.

Laura Schultz, Strategic E-PMO, has over 25 years of experience in the distribution industry and 20 years with Johnstone Supply. Laura previously led the Corporate IT department & PMO, prior to the position splitting into two, with the PMO expanding into the Strategic Enterprise Program Management Office.

9:30 AM – 9:45 AM

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

How Strategic CFOs Deal with Rapid Growth

Brent R. Grover

Founder at Brent Grover & Co., LLC; Senior Advisor at Pease & Associates

Financial challenges:

• Revenue growth is not correlating with increased returns
• Margins have continued to erode
• Investments in scale and customer experience are required

Strategic challenges:

• Product assortment
• Disintermediation
• New entrants & technologies

What the legendary performers are doing:

• Scaling up
• Concentration on customer mix
• Investment in digital
• Integrating products and services

About the Speaker

Brent R. Grover has written nine books as well as numerous articles about distribution management for industry publications. He is also a popular speaker at wholesale distribution industry gatherings. Brent is also an NAW Institute Research Fellow.

His most recent book is Mergers & Acquisitions for Distributors: Expert Advice for Buyers and Sellers, published by NAW.

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.

Brent is a well-known advisor to the distribution channel (distributors, suppliers and trade associations) on profitability improvement and acquisitions. Brent has served as a director of twelve distributors and has been a director of HIDA, NPTA and other industry groups.

He was an Adjunct Professor at the Weatherhead School of Management at Case Western Reserve University for many years.

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

Pricing in an Inflationary Market

Tony Hill
Managing Director, Strategy & Transformation
Business Consulting, Grant Thornton

Growth across wholesalers-distributors is slowing, and while past pricing decisions could be passed through retailers on an almost unilateral basis, today’s end-consumers demand, and already have access to, the data and information they think they need to make purchasing decisions. Driven in large part by online retailers that are incentivized to provide pricing visibility and an increasing popularity of direct-to-consumer sales motions, wholesalers need to reorient their back office, operations, and sales functions to respond to this seemingly inexorable trend.

When done correctly, wholesalers align their entire enterprise to own their pricing narratives and use pricing as to directly communicate with their customers and enhance their experience. They proactively promote a transparency into their pricing strategies that appeals to the unique characteristics and needs of their customer segments, and they do all of this without sacrificing proprietary information, market share, or margin. This discussion will cover:

  • A conversation about emerging consumer trends, and how they may impact wholesalers-distributors
  • A model to guide the modernization of your enterprise to respond to these potential pressures
  • Examples of distributors that have already started to use price transparency to address the changing consumer landscape

About the Speaker

Tony Hill is a Managing Director in Grant Thornton’s Strategy & Transformation practice. With 20 years of experience as a consulting practitioner, Tony delivers industry-leading growth, optimization, and transformation capabilities to a variety of clients and constituencies. Tony combines his vast experience in strategy, M&A, finance, and competitive intelligence to help clients achieve their strategic agenda and support both internal and external stakeholders.

Prior to joining Grant Thornton, Tony was the head of strategy and corporate development for Barclays, where he set the strategic direction for the US cards and retail banking business and successfully executed over 20 M&A transactions for the retail, commercial, and investment banks.

In addition, Tony lead the strategy group for ING DIRECT, a pioneer in digital banking, and developed strategic initiatives and planning frameworks for the card business of JPMorgan Chase.

Tony received a bachelor’s degree in economics from Bucknell University. He also studied international economics at the Institute of European Studies in London.

2:00 PM – 2:30 PM
Set Agenda for Next Meeting Scheduled for December 3-4, 2019

2:30 PM

NAW Billion Dollar CFO Roundtable Members

  • ABC Supply
  • ADI Global
  • American Hotel Register
  • Boise Cascade
  • Border States Electric
  • Bunzl Distribution USA Inc
  • Core Mark International
  • Dawn Food Products Inc
  • Dot Foods Inc
  • Gordon Food Service
  • Graybar
  • Hajoca
  • Ingram Content Group
  • Johnstone Supply
  • M Holland Company
  • Pool Corporation
  • PrimeSource
  • Thermo Fisher Scientific
  • Uline
  • Uni Select Inc
  • WinSupply

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

  • ADI Global
  • Border States Electric Supply
  • Bunzl Distribution USA
  • Dot Foods
  • Ingram Content Group
  • Johnstone Supply
  • M Holland
  • Pool Corp.
  • Thermo Fisher Scientific
  • U.S. Lumber Group
  • Uline

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
  • 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.