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DIFFERENT?

Find out why the NAW Institute for Distribution Excellence research studies are unique and groundbreaking.

 

BRAND-NEW FROM THE NAW INSTITUTE!

 

 

BRAND-NEW! Facing the Forces of Change®: Reimagining Distribution in a Connected World 

 

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NAW Wholesale Distribution Manager’s Course
The Ohio State University, Columbus, OH
June 9–13, 2014

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September 21st-22nd, 2010

NAW Large Company CEO/COO Roundtable

Agenda

September 21st, 2010
Day 1
1:30 PM - 2:00 PM
Room: Paris Ballroom

Registration

2:00 PM - 3:00 PM
Room: Paris Ballroom

Presentation - "Facing the Forces of Change"

Presenters
  • Guy Blissett
    Author, Facing the Forces of Change®: Reimagining Distribution in a Connected World
  • Paul St. Germain
    Wholesale Distribution Business Development Executive, IBM Corporation

We are very excited to have a presentation on the new Facing the Forces of Change® study. This study is the landmark wholesale distribution industry future trends research report that has been updated and published every three years since 1982. The latest version will be available in November of this year. And by attending the meeting you will get a preview of the study results.

This year IBM’s Institute for Business Value will be producing the report. IBM’s Institute for Business Value will bring great intellectual depth to this ongoing research. Wholesaler-distributors will gain key strategic insights about the direction distribution is headed in the next five years.

This study is only published every three years and you don’t want to miss this sneak preview of the results.
 

3:15 PM - 5:00 PM

Networking Discussion Workshops - "Facing The Force of Change"

Join your noncompeting peers in NAW’s signature networking groups to discuss ideas that may work in your company and compare notes on key issues.

ENTRY TICKET: Your ticket for entry is to bring two ideas or questions concerning the presentation that you want to discuss. Present your entry ticket to your table captain at the start of the discussion workshop.
 

6:00 PM - 7:00 PM
Room: Tokyo/Zurich

Reception

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

7:00 PM - 9:30 PM
Room: Tokyo/Zurich

Welcome Dinner and Introductory Remarks

Paul L. Kasriel
Chief Economist, The Northern Trust Company

The economy is on everyone's mind these days. Businesses want to know when things will begin to turn around permanently. Paul has been consistently recognized as one of the top economists in the country for his accuracy and non consensus analysis. You will learn why the Wall Street Journal, Forbes and many others listen when Paul talks. Paul will be giving his view for the next 18-36 months and beyond.
 

September 22nd, 2010
Day 2
7:00 AM - 7:55 AM
Room: Paris Ballroom

Breakfast

Jade West
Senior Vice President-Government Relations, NAW

At breakfast we will have a presentation from Jade West, NAW's Senior Vice President-Government Relations, who will discuss the current legislative environment in Washington, how the public policy issues are going to impact your business and what you can and should be doing about it. She will also discuss the all important November elections and how the results could impact the legislative outlook in the near term, especially if the balance of power changes. Could a post-election "lame duck" Congress try to pass legislation before they leave office?

Jade will share her insights.
 

8:00 AM - 9:00 AM
Room: Paris Ballroom

General Session - "Texas A&M Consortium: Sales and Marketing Optimization and Optimizing Distributor Growth and Market Share"

F. Barry Lawrence, Ph.D.
Program Director–Industrial Distribution Program, Texas A&M University

The Council for Research on Distributor Best Practices, a joint research initiative of the NAW Institute and Texas A&M University has completed its first consortium on "Sales and Marketing Optimization" and has begun the new one: "Optimizing Distributor Growth and Market Share." These two studies are uncovering many best practices for distributors. At the nexus of these two major topics is business development. Distributors develop business in collaboration with suppliers (new products), by expansion (new suppliers, territories, or customer types), or to differentiate and reinvent themselves (new services). Each action involves investment and risk. Growth can reduce risk and increase Return on Investment (ROI) or destroy wealth and decrease ROI if not well executed. The objective is to grow the "Business We Want to Do" and avoid the business that we don't. This session addresses best practices in business development and growth through real world case examples.

9:10 AM - 10:30 AM

Networking Discussion Workshops - "Texas A&M Consortium: Sales and Marketing Optimization and Optimizing Distributor Growth and Market Share"

Join your noncompeting peers in NAW’s signature networking groups to discuss ideas that may work in your company and compare notes on key issues.

ENTRY TICKET: Your ticket for entry is to bring two ideas or questions concerning the presentation that you want to discuss. Present your entry ticket to your table captain at the start of the discussion workshop.

10:40 AM - 11:40 AM
Room: Paris Ballroom

General Session - "Leveraging Enterprise Technology for Efficient Chargeback and Effective Cost Recovery"

George C. Rimnac, Jr.
Vice President, Chief Technology Officer-Global Infrastructure, Grainger

Wholesale distributors rely on rebates, or chargebacks, from manufacturers to protect their profit margins and boost their bottom-line. Unfortunately, many distributors don’t claim all of the funds to which they are entitled because their manual procedures are prone to error, impeding their ability to fully capitalize on these rebates. The net result negatively affects profits. wholesale distributors such as Grainger have successfully rectified this critical business issue by automating the chargeback process. Automating the chargeback process can eliminate errors, ensure rebate claim accuracy, and improve the quality of information used for making business decisions. In this session, George Rimnac, Vice President and Chief Technology Officer, Global Infrastructure, for Grainger, will detail Grainger’s journey from their manual, labor intensive business processes to automated processes that have reduced man hours spent on cost recovery and improved cost recovery. George will also talk about what is next in Grainger’s Journey.

11:50 AM - 1:10 PM

Networking Discussion Workshops and Working Lunch

Join your noncompeting peers in NAW’s signature networking groups to discuss ideas that may work in your company and compare notes on key issues.

ENTRY TICKET: Your ticket for entry is to bring two ideas or questions concerning the presentation that you want to discuss. Present your entry ticket to your table captain at the start of the discussion workshop.
 

1:20 PM - 2:20 PM
Room: Paris Ballroom

General Session - "Healthcare Reforms Impact on Your Business"

Michael Turpin
Executive Vice President, USI Insurance Services

Healthcare reform has been the law of the land for many months and it is having and will continue to have repercussions in many areas of your company. Mike will review the bidding of the new law and handicap it moving forward. In addition he will be reviewing the cost implications and the things you need to be aware of.
 

2:20 PM
Room: Paris Ballroom

Closing Remarks and Adjournment