Delivering for Best-in-Class Wholesaler-Distributors

September 25-26, 2018 at the Hilton O’Hare in Chicago

Please contact Tara Mostatab at if you have any questions.

The NAW Large Company CEO/COO Roundtable is the only opportunity that provides networking and benchmarking exclusively with other top executives of mostly non competing and like sized Wholesale-Distribution companies. This is a highly valued business tool for those who have attended and will attend.

NAW would like to invite you to attend the Large Company CEO/COO Roundtable for companies with sales of $100 million and above.

Your businesses are changing on a daily, if not hourly, basis. Now is the time to join your peers to network and benchmark on issues that are affecting the way you run your organization. Find out what they are doing to survive now and how they are positioning themselves for the economic rebound. You will have the most in-depth and enlightening business conversations ever at this event!

NAW member companies with sales of $100 million or more receive one complimentary registration as part of their benefits package.

If you would like to learn more please contact Tara Mostatab at 202.263.4080 or

Before the NAW Large Company CEO Roundtable, come join us at the 2018 ID Big 50 Conference! ID is taking the annual Big 50 List to the next level, hosting the publication’s first-ever in-person event. The 2018 ID Big 50 Conference & Luncheon, held Sept. 25 at the Hilton O’Hare, offers attendees the opportunity to hear and learn from executive leaders of some of the top distributors of industrial products. Sign up now!

*For further details about sponsoring this Roundtable, contact John Peter at

Eligibility: Companies with $100M to $999M in annual revenue.
The NAW Large Company CEO/COO Roundtable is the only opportunity that provides networking and benchmarking exclusively with other top executives of non competing, like-sized Wholesale-Distribution companies.

NAW Large Company CEO/COO Roundtable Preliminary Program

Day 1 - September 25, 2018

1:30 PM – 2:00 PM

2:00 PM – 3:30 PM
Opening Session & Discussion
What Technologies Do Wholesaler-Distributors Need to Stay Ahead in the Next 10 to 20 years? 

Shobhit Varshney
Analytics, AI, Data, IoT, IBM Services

How can wholesaler-distributors harness the transformative power of Artificial Intelligence and emerging technologies to make it their competitive differentiator? In this session we will explore how enterprises are re-imagining their business, and augmenting the intelligence of their Subject Matter Experts in an AI-era.


Mr. Varshney is a Partner in IBM Services, specializing in AI, Analytics, Data & IoT. He is a trusted advisor to c-suites and a recognized global leader in selling and delivering cross-industry solutions leveraging the transformative power of AI, Machine Learning and Deep Learning. He has 12 years proven track record of partnering with fortune 500 clients across industries and geographies to realize value by linking strategic thinking, cognitive, digital and cloud to deliberate, practical, and sustainable enterprise transformation.

Across various roles at IBM, Mr. Varshney has had the privilege of working with and building world class talent, curriculum, assets and methods. As part of IBM’s Chief Analytics Office, he leveraged analytics to transform various aspects of IBM’s own business. Having driven real world transformation across a global enterprise, he gained deep understanding of the organizational challenges and what it takes to drive adoption of analytics.

Prior to joining IBM, Mr. Varshney gained experience in strategy consulting and deploying analytics in various domains ranging from bio-medicine, financial services and technology at Bain & Co, Bloomberg LP and Intel Corporation. Shobhit earned an MBA with distinction from Johnson at Cornell, MS in Computer Science (focus: Bio Medicine) from Cornell University and BS in Computer Engineering and Math with summa cum laude from University of Arkansas.

Mr. Varshney has driven innovation across multiple industries and has been the co-inventor for 4 Patents.

He lives in New York, with his wife and 2 young kids. In his personal life, he is passionate about photography, is am tech geek and loves to brew beer.


3:35 PM – 5:00 PM

Networking Discussion Workshop

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.

5:00 PM – 5:45 PM

5:45 PM – 6:40 PM
Reception – “Drinks & Dialogue Reception”

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

6:45 PM – 9:30 PM
Welcome Dinner & Presentation
Economic Update of the Wholesale Distribution Industry

Danielle DiMartino Booth

CEO and Director of Intelligence for Quill Intelligence LLC and author of “FED UP: An Insider’s Take on Why the Federal Reserve is Bad for America

This year’s dinner features a very intriguing and engaging presentation from the world of economics. Danielle DiMartino Booth, a frequent commentator on CNBC, Bloomberg, and Fox Business News, will provide you with bold predictions and strategic action items to help prepare your business for any economic challenges in the future. Called “The Dallas Fed’s Resident Soothsayer” by D Magazine, Danielle DiMartino Booth is sought after for her depth of knowledge on the economy and financial markets.

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.


Danielle DiMartino Booth is CEO and Director of Intelligence for Quill Intelligence LLC, a new research and analytics firm. She is known for her meticulous research in the financial markets and her unique perspective honed from years of experience in central banking and on Wall Street. The author of the Amazon bestseller FED UP: An Insider’s Take on Why the Federal Reserve is for America (Portfolio, Feb 2017), Booth is a global through leader sought after for her insights on monetary both in the U.S. and abroad. In May 2018, Booth was invited to Brussels by members of the European Parliament to share her insights on global economic trends and fiscal policy.

Prior to Quill Intelligence, DiMartino Booth founded Money Strong LLC, an economic consulting firm in 2015 where she has published a weekly newsletter for more than three years. Her columns appear on Linked In, Seeking Alpha, Nasdaq, Talk Markets and dozens of other websites. She is a full-time columnist for Bloomberg View, a business speaker, and a commentator frequently featured on CNBC, Bloomberg, Bloomberg Radio, Fox News, Fox Business News and other major media outlets.

Beginning in 2006, DiMartino Booth spent nine years at the Federal Reserve Bank of Dallas where she served as Advisor to President Richard W. Fisher until his retirement in March 2015. She provided Markets Intelligence and Policy Briefings and advised Fisher on policy, a unique role that did not exist outside the New York Fed prior to her appointment.

DiMartino Booth began her career in New York at Credit Suisse and Donaldson, Lufkin & Jenrette where she worked in the fixed income, public equity and private equity markets. DiMartino Booth earned her BBA as a College of Business Scholar at the University of Texas at San Antonio. She holds an MBA in Finance and International Business from the University of Texas at Austin and an MS in Journalism from Columbia University.

Day 2 - September 26, 2018

7:00 AM – 7:30 AM

7:35 AM – 8:50 AM
Opening Session & Discussion
NAW Talks

Modern Sales Enablement: Why the Need and What Does It Look Like? 

David S. Bauders
President & CEO, Strategic Pricing Associates (SPA)

The Sales Enablement Revolution is realigning the modern seller’s tools, training & technology to the modern buyer’s journey. For any distributor, the sales force is both its most expensive and potentially its most valuable resource. Just as with airlines with their aircraft fleet and crews, distributors must maximize sales force productivity, revenue, and profit.

The old mantra of “Leave the Reps Alone and Let Them Sell” simply won’t cut it. Can you imagine an airline telling its flight department to leave the planes and crews alone and let them fly? Of course not. It won’t work in airlines and it won’t work in distribution.

What is Sales Enablement, and How Does It Drive Profitable Growth in Distribution? In simple terms, Sales Enablement is the sales-focused initiative to make sure that every sales resource’s productivity and profitability is maximized every day. Every distributor’s sales team must align the analytics/tools, skills training and technology to have the right conversations with the right customer, in the right format, at the right time, with the right purpose, and at the right terms.

Companies that master the Sales Enablement Revolution will Sell More, In Less Time, With Fewer Resources, at Better Profits. This is a goal every distributor will embrace, but only an elite few will truly master. This session provides a quick but impactful vision for leadership to launch their journey.

Branding Your Company through Optimal Human Capital Strategy:  Challenges and Opportunities for Wholesaler-Distributors

Dr. Jia Wang
Professor, Educational Administration and Human Resource Development, Texas A&M University

Wholesaler-distributors today are facing unprecedented challenges. Intensified global/domestic competition, constant technological innovations, changing customer expectations, and a diversified workforce are just a few of many external forces that have disrupted traditional business practices of distribution companies. Among the multiple challenges facing the wholesale distribution industry, here are five top questions that have kept many distribution leaders “up at night”: How can we identify and recruit the top or right talent? How can we prepare future managers and leaders? How can we develop an effective succession plan? How can we retain star performers? And finally, how can we better work with millennial employees? For the first time in the distribution history, the value of people is being recognized with the issue of human capital development at the forefront of CEO’s agendas.

This session aims to serve three purposes:

(1) to review human resource challenges facing the wholesale distribution industry;

(2) to share a sample of recommendations from the book “Optimizing Human Capital Development”; and

(3) to provide a forum for idea exchanges and open dialogues. It is hoped that with the information presented, this session will provide CEOs with some fresh insights into human capital development.


David Bauders founded SPA, Inc. in 1993 to help companies of all sizes improve increase profitability through improved pricing strategy, analytics and training. As President and CEO, he has worked with over 200 manufacturing businesses and over 400 distribution businesses over the last 25 years to improve their financial performance through pricing analytics, process tools, and sales force training.

SPA serves a broad cross section of industries including industrial, electrical, plumbing/hvac, chemical, building products, medical, scientific, software, consumer products, and technology products; and works with companies from both the manufacturing and distribution channels. SPA and Epicor (, a leading technology provider for the distribution industry, formed a strategic partnership in 2008, making SPA’s pricing analytics available to Epicor’s leading software platforms and their distributor customers. SPA serves clients on a broad array of additional ERP platforms, including Infor’s SxE and A+; SAP; and Oracle.

Mr. Bauders is a recognized leader in field of strategic pricing and delivers seminars worldwide on a variety of pricing-related topics, in English, Spanish, and Portuguese. Mr. Bauders and SPA have been featured in a variety of publications including The Wall Street Journal, IMARK NOW Magazine, Industrial Supply Magazine, Inside Business Magazine, Modern Distribution Management, and many industry publications.

Prior to founding SPA, Mr. Bauders worked for Booz & Co as a management consultant responsible for pricing and marketing strategy. He also worked as a line pricing manager for IBM Credit Corporation, with revenues (in 1990) of over $10 billion.

Mr. Bauders earned a BA from Oberlin College in Economics and Government and an MBA in Corporate Strategy and Finance from the University of Michigan. He has served as a teaching assistant in price theory for both institutions and is a member of Mensa, Ltd. He is fluent in Spanish, Portuguese, French, and Italian.

Dr. Jia Wang is a tenured professor of Human Resource Development at Texas A&M University. As a scholar, Dr. Wang has been actively promoting individual, organizational, and national development through culture-sensitive and practice-based research. Informed by this vision for her scholarship, Dr. Wang has examined critical and contemporary HRD issues in five interacting dimensions: international/national and cross-cultural HRD, workplace learning, organizational crisis management, workplace incivility, and career/family issues. Systematically, she has explored learning-based strategies such as training and development, career development, change management, learning engagement, organizational learning, and technology-based interventions, as well as their impact on individuals and organizations.  Her research has been funded by multiple agencies, and disseminated through 50 publications, one book, two edited journal issues, 90 conference proceedings, and more than 110 international and national conference presentations. Dr. Wang serves as the Editor-in-Chief of one of the flagship HRD journals— Human Resource Development Review, as well as a member of the Editorial Board for three other international HR-related journals.

As a university instructor, Dr. Wang teaches HRD master’s and Ph.D. level courses to adult learners from all over the world in the face-to-face and online formats. Examples of the HR related topics she has taught include Training and Development, Training Task Analysis, Organization Development and Performance in HRD, Diversity in the Workplace, Theories of Leadership, Organizational Change, and Performance Analysis and Improvement. Dr. Wang’s competence as a researcher, teacher and student mentor is well-recognized and has garnered her a number of prestigious awards from the Academy of Human Resource Development and Texas A&M University.

Dr. Wang holds a Ph.D. and M.Ed. in Human Resource and Organizational Development from the University of Georgia, an MBA from Aston University, UK, and a BA in English Language and Culture from Sichuan International Studies University, China. Beyond her university career, Dr. Wang is passionate about helping organizations and individuals improve their performance and effectiveness. She has 25 years of accumulated experiences in organization management and leadership, human resource development, academic research, and university teaching/mentoring in multi-cultural contexts. Collaborating with her colleagues in the Industrial Distribution Program at Texas A&M University, Dr. Wang has led the Optimizing Human Capital Development Consortium and the writing of the book “Optimizing Human Capital Development: A Distributor’s Guide to Building Sustainable Competitive Advantage”. She has also developed and conducted numerous educational workshops to diverse groups in both the corporate and university settings. Dr. Wang can be reached at 979.219.7475 (Cell) or

9:00 AM – 10:15 AM
Networking Discussion Workshop

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.

10:25 AM – 11:30 AM
General Session & Discussion
The Highly Effective CEO: CEO Best Practices

Jason Jennings
Authority on Leadership, Growth, Culture and Innovation

In most cases, a successful company is a result of good and effective habits from the CEO. In this session, you will receive tactical and implementable takeaways on what it takes to be a highly effective CEO. Your “CEO Checklist” will tell you what you need to look at daily, weekly, monthly and annually.  Come ready to learn CEO best practices that you can take back to your company and apply instantly.


Jason Jennings is a researcher and one of the most successful and prolific business and leadership authors in the world and his greatest thrill is helping lead individuals and companies to their full economic potential.

He began his career as a radio and television reporter and was the youngest radio station group owner in the nation. Later, he founded Jennings-McGlothlin & Company, a consulting firm that became the world’s largest media consultancy and his legendary programming and sales strategies are credited with revolutionizing many parts of the broadcasting industry.

He traveled the globe in search of the world’s fastest companies for his landmark book, It’s Not the Big That Eat the Small – It’s the Fast That Eat the Slow. Within weeks of its release it hit the Wall Street Journal, USA Today and New York Times Bestsellers Lists. Now published in 32 languages, USA TODAY named it one of the top 25 books of the year!

Next, he and his research teams identified the world’s ten most productive companies for his bestseller Less Is More. That was followed by his book, Think BIG – Act Small, which profiled the only ten companies in the world to have organically grown both revenues and profits by double digits every year for ten consecutive years. Like all his previous books it debuted on all the bestseller charts. His next book, Hit the Ground Running – A Manual for Leaders revealed the tactics and strategies of the ten CEO’s who created the greatest amount of economic value between 2000 and 2009.

His book, The Reinventors – How Extraordinary Companies Pursue Radical Continuous Change reveals the secrets of those leaders and organizations that have successfully reinvented and transformed themselves. Jason’s latest book for his publisher Penguin Random House, The High- Speed Company tackles the subject of creating cultures of urgency and growth that are able to compete in a nanosecond world.

In total, Jennings and his researchers have screened and studied more than 200,000 companies.

Along the way he found time to join forces with well-known cardiologist Dr. John Kennedy and coauthor the 2010 Health, Mind and Body bestseller, The 15 Minute Heart Cure –The Natural Way to Release Stress and Heal Your Heart in Fifteen minutes a Day.

Critics call his books, “extraordinarily well researched, insightful, crisply written, accessible, intriguing and a vital resource for everyone in business,” and USA TODAY calls Jennings one of the three most in-demand business speakers on the planet along with the authors of Good to Great and In Search of Excellence.

When not traveling the world on research, in search of adventure, and doing eighty keynote speeches each year, Jennings and his family split their time between the San Francisco bayside community of Tiburon, California and their lodge, Timber Rock Shore on a small lake in Michigan’s northern peninsula where they share the environment with native moose, bear, deer, wolves and soaring eagles.

11:35 AM – 12:50 PM
Lunch & Networking Session

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.

Be Prepared – This will be a working lunch.

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.

1:00 PM – 1:55 PM
Closing Session & Discussion

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 $5.7 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.


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.

1:55 PM – 2:00 PM
Closing Remarks & Adjournment

NAW Large Company CEO/COO Roundtable Participants 2018

The following wholesale distribution companies are registered for the 2018 Large Company CEO Roundtable:

  • Ball Horticultural Co
  • Benco Dental Co
  • Building Material Distributors Inc/BMD
  • C H Briggs Company
  • Climatic Corp (The)
  • Cope Plastics Inc
  • Crane Supply/Div Crane Canada
  • E B P Supply Solutions
  • Electric Supply Inc
  • Ewing Irrigation Products
  • Grabber Construction Products Inc
  • Gustave A Larson Co
  • I D N/H Hoffman Inc
  • IEWC
  • I P S Packaging
  • I S C O Industries LLC
  • Johnson Supply
  • Kennicott Brothers
  • Kimball Midwest
  • Lawson Products Inc
  • National Oak Distributors Inc
  • National Tube Supply Co
  • Nelson Jameson Inc
  • Nichols
  • Palmer Donavin Mfg Co (The)
  • Parksite Inc
  • Piedmont Plastics Inc
  • Plumbers Supply Co
  • Plumbing Distributors Inc
  • Polymershapes
  • RelaDyne LLC
  • Shorr Packaging Corp
  • TriMark USA
  • Van Meter Inc
  • Winzer Corp

The following wholesale distribution companies attended previous NAW Large Company CEO/COO Roundtables:

  • AC Pro
  • Belknap White Group
  • Benco Dental
  • Blevins Inc.
  • BMD, Inc.
  • Boelter Companies Inc
  • Bossard North America
  • Bryan Equipment Sales
  • CH Briggs
  • Climatic Corporation
  • Composites One
  • Cope Plastics, Inc.
  • Crane Supply
  • Curbell Plastics
  • Davidson’s Inc.
  • Distribution International
  • Electric Supply, Inc
  • Ewing Irrigation
  • First Source
  • First Supply
  • Galleher
  • Grabber Construction Products, Inc.
  • Gustave A. Larson
  • Haines
  • Highline Aftermarket
  • Horner Xpress South Florida
  • Hub Construction Specialties
  • IDN/Hoffman
  • IEWC
  • Inline Distributing Co
  • Johnson Supply
  • Kennicott Brothers
  • Kimball Midwest
  • L&R Distributors
  • Laird Plastics
  • Lawson Products
  • NB Handy
  • Nelson-Jameson
  • Nichols
  • NMC Group, Inc.
  • Pacesetter
  • Palmer-Donavin
  • Parksite Inc
  • Piedmont National Corp
  • Piedmont Plastics
  • Pioneer Sand Company
  • Polymershapes
  • Power & Telephone Supply
  • Reeb Millwork
  • Robert Oxygen Company
  • Skidmore Sales & Distributing Co
  • Summit Electric Supply
  • Turtle & Hughes
  • US Lumber Group
  • Valin Corporation
  • Werner Electric Supply

Meeting Location:
Chicago Hilton O’Hare
10000 W O’Hare Ave.               Hotel Accommodations
Chicago, IL 60666
(773) 686-8000

Hilton Central Reservations – 877 865 5322