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January 28th-30th, 2014

NAW 2014 Executive Summit

Agenda

January 28th, 2014
Day 1
6:30 PM - 7:30 PM
Room: The Colonnade, Lobby Level

Welcoming Reception

Note—Registration Desk Hours of Operation: 7:00 AM to 8:00 PM, Ballroom Level

Tuesday evening's welcoming reception will provide you an opportunity to meet or renew acquaintances with your fellow business leaders.

7:45 PM

Dinner

Immediately following cocktails, dinner will provide you an opportunity to visit with attendees from like-sized companies. Refer to your registration materials for location.

January 29th, 2014
Day 2
8:00 AM - 8:30 AM
Room: The Colonnade, Lobby Level

Buffet Breakfast

Note—Registration Desk Hours of Operation: 7:30 AM to 7:00 PM, Ballroom Level

Wednesday morning’s buffet breakfast will provide you an opportunity to visit with industry leaders and partners.

8:45 AM - 9:00 AM
Room: Grand Ballroom, Ballroom Level

Opening Ceremonies

9:00 AM - 10:10 AM

General Session - "Facing the Forces of Change: Innovating the Distributor Value Proposition"

Guy Blissett
Author, Facing the Forces of Change®: Reimagining Distribution in a Connected World

Wholesaler-distributors face unprecedented competition from traditional and nontraditional sources of both products and services. To succeed in the face of this competitive threat, you and your distribution peers will need to apply innovation and insight as you refine your value proposition, defined as the promise of value you will deliver to your customers. Services will continue to play a key role, but they must be more than just product-related services. You will need to think about where you can deliver value beyond traditional customers and individual buyers and how you can deliver and sustain that value over time.

Guy Blissett, principal author of Facing the Forces of Change®: Reimagining Distribution in a Connected World,* will discuss the value proposition challenge facing distributors of all sizes and lines of trade.

*Included in your registration is one copy of Facing the Forces of Change®: Reimagining Distribution in a Connected World. We’ll mail your copy to you in January.  


View 3D Printing Video shown during this presentation.


9:00 AM - 10:10 AM

Panel - "Innovating the Distributor Value Proposition"

Presenters
  • Andrew Berlin
    Chairman and CEO, Berlin Packaging
  • Henry Dale Smith, Jr.
    Chairman and CEO, H.D. Smith Wholesale Drug Co.
  • George Vorwick
    President and CEO, United Electric Supply Company, Inc.

Guy Blissett will moderate a panel of distribution executives who will talk about their companies’ successes in delivering value to their customers. 

10:10 AM - 10:25 AM

Break

10:25 AM - 11:30 AM

General Session - "Innovate Like Edison"

Sarah Miller Caldicott
CEO, The Power Patterns of Innovation

Thomas Edison remains one of the greatest innovators in world history and stands as the most prolific innovator in U.S. history. In addition to his extraordinary array of skills in spotting new markets, developing new technology, and creating customer value, Edison was a pioneering marketer. Edison not only used the prevailing technologies of his era to reach new prospects, but he developed new ways of reaching out to audiences globally.

Sarah Miller Caldicott, a great grandniece of Thomas Edison and innovation process expert, shares her expertise on how today’s distribution executives can develop an innovation mindset to propel momentum in fast-moving markets. Sarah will offer specific strategies and hands-on approaches for how to bring innovation to your work both within your company and with your suppliers and customers. 

11:45 AM - 12:45 PM
Room: The Colonnade, Lobby

Networking Luncheon

1:00 PM - 1:30 PM
Room: Grand Ballroom, Ballroom Level

NAW Chairman's Address

Patrick Larmon
President and CEO, Bunzl Distribution USA, Inc.

Patrick Larmon, President and CEO of Bunzl Distribution USA, Inc., will deliver his NAW Chairman’s Address—the culmination of his year as 2013 Chairman of the NAW Board of Directors.

Read or listen to Pat Larmon's Chairman's Address.

1:30 PM - 2:15 PM

General Session - "The Outlook from Washington"

Jade West
Senior Vice President–Government Relations, NAW

What can you expect from Washington, DC, in the coming year? Will Congress and the White House work together, or should we expect an ongoing legislative and rhetorical fight over taxes and spending? What are the forecasts for the November elections and how could they change the legislative landscape? And should wholesaler-distributors expect—or worry about—a continuing aggressive regulatory assault from the federal labor agencies? Jade West will handicap the political and legislative prospects for the year and provide an update on the workplace regulations in the pipeline.

2:15 PM - 3:30 PM

General Session - "Closing the Gap: Engaging Multiple Generations in Today’s Distribution Marketplace"

Seth Mattison
Associate, BridgeWorks, LLC

To truly understand your customers today, your distribution inside and outside sales and marketing personnel must think beyond your customers’ buying preferences and past spending habits. Success today also depends on your sales force having a clear understanding of how to sell to the various generations that comprise their marketplace, how these generations differ, and how each generation’s unique needs play out in the sales process.

Seth Mattison, an expert in workforce trends who helps businesses understand how to best maximize their young talent as well as maintain connections with their experienced workforce to drive innovation and sustainability, will help you understand which sales approaches and marketing techniques appeal to each of the four generations that your sales force deals with every day. He will tackle tough questions, including: How do you find the “hot buttons” of each generation in your customer base? Which sales presentations will appeal more to a Baby Boomer buyer than a Gen Xer? How do you leverage the latest technology to connect with and sell to a new generation born online? 

This lively and topical presentation offers hands-on advice for distribution executives who want to think in new ways about reaching multiple generations. It offers strategies that capitalize on each generation’s attitudes and preferences. Generation gaps are everywhere within the distribution industry, and your business can gain a distinct competitive edge if you get to know who the generations are, what makes them tick, and how to make every generational connection count.

3:30 PM - 3:45 PM

Break

3:45 PM - 5:00 PM

Discussion Roundtables

NAW Executive Summit registrants will have the opportunity to network directly with industry peers from other lines of trade (for wholesale distribution and manufacturer executives only).

6:00 PM - 7:00 PM
Room: The Colonnade, Lobby Level

Reception

Wednesday evening will begin with a cocktail reception for all Executive Summit registrants. At the reception’s conclusion, attendees may have dinner on their own or attend the Wholesaler-Distributor Political Action Committee (WDPAC) Dinner (see below).

6:30 PM
Room: Prefunction Area and Grand Ballroom, Ballroom Level

Wholesaler-Distributor Political Action Committee Reception and Dinner

This is a ticketed event. Details are available at the NAW Registration Desk.

January 30th, 2014
Day 3
8:00 AM - 8:30 AM
Room: The Colonnade, Lobby Level

Buffet Breakfast

Note—Registration Desk Hours of Operation: 7:30 AM to 2:00 PM, Ballroom Level

8:45 AM - 9:05 AM
Room: Grand Ballroom, Ballroom Level

Official Annual Meeting Business

9:05 AM - 10:05 AM

General Session - "NAW Economic Forecast 2014–2015"

Alan Beaulieu
NAW Senior Economic Advisor, and President, ITR Economics

Alan Beaulieu of ITR Economics is back at the NAW Executive Summit to provide you with both a macro forecast for the U.S. economy and a more-focused forecast for various parts of the wholesale distribution industry, and he will answer your questions. You’ll come away with a detailed economic forecast for the coming 24 months and a set of recommendations for profiting in this slowly recovering economy.

10:05 AM - 10:45 AM

General Session - "Facing the Forces of Change: Marketing Assumes Center Stage in Distribution"

Guy Blissett
Author, Facing the Forces of Change®: Reimagining Distribution in a Connected World

As wholesaler-distributors look to both craft a compelling value proposition and execute it effectively, the marketing function assumes much greater importance. Traditional marketing functions within distribution companies have focused on sales enablement, but the marketing function of the future will help define the strategic direction of the company, prioritize market opportunities, craft segment-specific value propositions, build the distributor brand, and ensure that the company engages consistently with customers across all channels.

Guy Blissett, principal author of Facing the Forces of Change®: Reimagining Distribution in a Connected World,* will cover the above dimension of the new approach to distribution marketing.

*Included in your registration is one copy of Facing the Forces of Change®: Reimagining Distribution in a Connected World. We’ll mail your copy to you in January.

10:05 AM - 10:45 AM

Panel - "Marketing Assumes Center Stage in Distribution"

Presenters
  • Peter Bingaman
    Vice President, Marketing and Communications, MSC Industrial Supply Co.
  • Scott Withers
    CIO, C.H. Briggs Company

Guy Blissett will moderate a panel of distribution executives who will share their marketing success stories with you.

10:45 AM - 11:00 AM

Break

11:00 AM - 12:15 PM

Discussion Roundtables

NAW Executive Summit registrants will have the opportunity to network directly with industry peers from other lines of trade (for wholesale distribution and manufacturer executives only).

12:30 PM - 2:00 PM
Room: Grand Ballroom, Ballroom Level

Closing Luncheon - "Plain Talk on the Economy"

Stuart Varney
Host, Varney & Company, FOX Business Network

Anyone who watches FOX News, even occasionally, will be familiar with Stuart Varney. Stuart anchors Varney & Company on the FOX Business Network and is a frequent guest on numerous other FOX news programs. He is known for his straightforward and insightful reporting on economics both here and abroad, with a keen understanding of the political climate through which economics must be viewed.

Educated at the London School of Economics and recipient of the prestigious Peabody Award for excellence in journalism, Stuart is enlightening, informative, and engaging. He is certain to provide us with a thought-provoking analysis on what lies ahead for our industry.

2:00 PM

Adjourn