Delivering for Best-in-Class Wholesaler-Distributors

Roundtable – September 21-22, 2021

Add to Calendar 20210921T133000Z 20210922T140000Z America/New York NAW Large Company CEO/COO Roundtable 2021
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Register Today

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

*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 21, 2021

1:30 PM CT – 2:00 PM CT

2:00 pm CT – 2:15 pm CT

Welcoming Remarks from NAW’s President and CEO, Eric Hoplin 

Eric welcomes you to the NAW Large Company CEO Roundtable and first in person event in over a year! He’ll share updates on Next-Gen NAW and other exciting developments at NAW.


Eric Hoplin is President and CEO of the National Association of Wholesaler-Distributors (NAW), representing 30,000 companies that account for one-third of the American economy, by supplying businesses with the products they need to serve their customers in nearly every sector of commerce.

A seasoned executive and communicator who has worked at the highest levels of government and business, Hoplin was previously the Head of External Relations for Wells Fargo, where he led a team focused on improving the company’s reputation and advancing pro-growth policy objectives in concert with third-party organizations across the political spectrum.  Before joining Wells Fargo, Hoplin served as the executive director at the Financial Services Roundtable (now BPI), a trade association representing the CEOs of the nation’s largest financial services companies. Prior to that, Hoplin worked in management consulting at Booz Allen Hamilton where he helped senior leaders across the government solve their most vexing challenges. Earlier in his career, Hoplin worked in politics, supporting many congressional, gubernatorial and Presidential campaigns.

Hoplin is a leader in the charitable community, where he serves on the Boards of the Trust for the National Mall and the Reagan Ranch.  He’s a prolific fundraiser, having raised millions of dollars for charitable organizations, NGOs and political candidates.

A Minnesota native, Hoplin holds a Master of International Affairs degree from Columbia University, an MBA from Augsburg College, a BA in political science and communications from St. Olaf College and a certificate in Change Management from Georgetown University McDonough School of Business. He lives outside of Washington, DC with his wife Nicole and their three boys.

2:15 pm CT – 2:25 pm CT

Determine Your Strategic Priorities Using Data

David Bauders, President and CEO, SPARXiQ

At the end of the year, many distributor executives find that they’ve spent their time working “in” the business and not working “on” the business. Tasks and projects that are “urgent” crowd out the important strategic initiatives necessary to improve performance.

A key reason for this pervasive problem is a data-free strategic planning process, where all ideas compete equally for priority. Meanwhile, sitting within your company’s data set lie the potential insights to radically improve its customer, financial and competitive outcomes.

As you navigate the year-end planning process, consider how you might choose priorities based on what your data reveals.


David Bauders’ singular goal is to help his clients sustainably create and capture higher economic value.

After beginning his career at IBM and Booz & Company, in 1993 David launched SPA (Strategic Pricing Associates, Inc.). Since that time, SPA has generated $100+ Billion of profitable growth for over six hundred organizations, including twenty-five Fortune 500 companies, and is a leading provider of profit-maximizing analytics.

David also recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence.

In 2015, he established a second company, SPASIGMA, to fill that gap, as well as distributed sales teams’ need to access virtual sales training and sales enablement support. Uniquely, SPASIGMA produces binge-worthy content in Hollywood, transforming expert content into today’s modern media formats.

In 2019, David merged both companies to create SPARXiQ. SPARXiQ provides integrated analytics and training solutions that accelerate sales performance, profitability and long-term enterprise value. 

2:25 PM CT – 3:30 PM CT

Opening Session & Discussion
How to Maintain High Performing Company Culture in the New Work Environment

David Friedman, CEO and Author, CultureWise

World-class organizations have long recognized the powerful influence their cultures have on the performance of their people, and by extension, the performance of their companies. Not surprisingly, while most organizations allow their cultures to evolve naturally, top-performing ones don’t leave this to chance. Instead, they’re amazingly intentional about how they create and drive the culture they want to have. And yet, more than a year of working remotely, and a new world of hybrid work has put enormous strain on their ability to do it successfully.

This is not your standard abstract or theoretical program about the importance of creating a vision or mission statement. Rather, it’s a practical, actionable, no nonsense program designed to give attendees the tools to leverage their culture as a distinct competitive advantage – even in the new work environment.

In this session you’ll learn:

  • How to “institutionalize” your culture, even when team members are working remotely
  • Why values are less important than behaviors
  • How to create a consistent culture across multiple locations
  • How to integrate new acquisitions into your culture
  • The role of ritual in sustaining a focus on culture over the long run


David Friedman is an award-winning CEO, entrepreneur, author, and renowned public speaker. In 2011, he published his first book, Fundamentally Different, which is based on the insights he learned and taught throughout his leadership career. In 2021 he published the second edition of his book, Culture by Design, the definitive “how to” manual for building a high-performance culture — even in the new remote work environment.

His current company, High Performing Culture, has helped hundreds of companies throughout North America to implement his culture operating system, CultureWise®.

3:35 PM CT – 5:00 PM CT
Networking Discussion Workshop

5:00 PM CT – 6:00 PM CT

6:00 PM CT – 7:00 PM CT
Drinks & Dialogue Reception

7:00 PM CT– 9:30 PM CT
Welcome Dinner & Government Relations Update

Jade West, Chief Government Relations Officer, NAW

We are 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.


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 $6.0 trillion industry that is wholesale distribution.

Day 2 - September 22, 2021

7:00 AM CT– 7:40 AM CT

7:50 AM CT– 8:50 AM CT
Opening Session & Discussion
Fulfilling Strategy: Crossing the Chasm Between Strategy and Execution

Adriana McLane, Growth Strategist and Founder of

Strategy is essential to an organization’s success. In a recent survey of CEOs, 88% said executing strategic initiatives was critical to their organizations’ future. The problem is that while it’s essential, most organizations aren’t good at it. Of those same CEOs surveyed, less than 50% said their organization was good at executing strategic initiatives. In addition, only 1/3 of employees consider themselves actively engaged at work. With this low level of engagement, it’s no wonder that so many organizations fail to execute the strategic initiatives that will significantly impact their businesses.

Having a solid strategy is just the beginning. Fulfilling Strategy picks up where most strategic planning stops. Fulfilling Strategy is a system of principles, processes, and tools designed to help leaders create the alignment, capacity, and engagement required to execute strategic initiatives even during changing market and business conditions.

In this session, you’ll learn these three principles that will fuel your organization’s capability to execute its most critical strategic initiatives:

  • Make Strategy Meaningful: Strategy must be meaningful in how it fulfills the organization’s purpose, how it creates value for customers, and how it resonates with employees responsible for executing the strategy.
  • Create More Capacity: Create the space and time needed to work on strategic initiatives by aligning priorities and continuously eliminating or revamping activities that create drag on the organization.
  • Measure What Matters: Identify those few key drivers essential to achieving the big, strategic goals and implement the right operating rhythm to measure progress and foster a culture of accountability.


Adriana McLane works with management teams to identify inventive growth opportunities and to create strategic action plans to move those opportunities forward. Her focus is on growth through business and product development, route to market innovation, and culture change. By applying a disciplined methodology to the ideation process designed to identify actionable insights, she is able to create not only innovative solutions for my clients, but action plans that can be readily executed.

Innovative, results-driven business leader possessing a unique blend of strategic marketing and broad operational experience. Creative thinker with proven strength in developing compelling strategic visions, identifying growth opportunities, and delivering strong execution plans. Team builder with demonstrated talent for inspiring others to embrace a vision, fostering strong relationships, and motivating teams to drive objectives.

Qualifications and expertise include:

  • Vision, Strategy, & Execution
  • Growth Management & Business Development
  • Product & Channel Marketing
  • Team Building

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

10:25 AM CT – 11:30 AM CT
General Session & Discussion
The Global Supply Chain Crisis

Jeff Rudy, Vice President Regional Supply Chain Optimization Americas, Brenntag

The onset of the COVID pandemic triggered a breakdown in the global supply chain that saw massive bottlenecks at key distribution nodes, caused freight to skyrocket in price, created a capacity crunch that disrupted industrial production, and drove a wide array of product shortages. While COVID lit the match, the global supply chain with its reliance on far flung and often irrational sourcing, governmental policy arbitrage, poor risk management, normalcy bias and just-in-time logistics was the dry kindling. We will explore how and when the fire will be contained, and what the media, industry and governments may be missing about structural problems with the global supply chain

  • Describe the various breakdowns and bottlenecks in the global supply chain and how they get corrected in a post-pandemic world.
  • Examine the 4 primary inflationary pressures that will impact transportation costs and capacity availability going forward.
  • Present a forecast for global supply chain performance for the short, medium and long term.
  • Explore strategies to mitigate supply chain disruptions.


Jeff has had a 32-year career in supply chain management, with a primary focus on distributor turnarounds.  He is currently the Vice President of Supply Chain for the Americas at Brenntag, the world’s largest chemical distributor.  Prior to Brenntag he was the Chief Supply Chain Officer for Unisource Worldwide (now Veritiv) for the 10 years the company was owned by Bain Capital.  He also served as CSCO for Fleetpride and NCR.  Earlier in his career he was a Regional Vice President of Supply Chain Operations for Office Depot, and he held various line level distribution center production and transportation management positions. He holds a master’s degree in Global Supply Chain Management from the University of Southern California Marshall School of Business and served on the advisory board of the USC Marshall Center for Global Supply Chain Management.

11:35 AM CT – 12:50 PM CT

Lunch & Networking Session

1:00 PM CT– 1:55 PM CT
Closing Session & Discussion
Moving Forward with Confidence

Connor Lokar, Speaker and Senior Forecaster, ITR Economics

2021 is winding down as we prepare for the challenges and ongoing uncertainties in 2022. There are opportunities and risks ahead and we will explore them in terms of government responses, consumer trends, market opportunities, labor issues and production costs. We will also assess business responses to the projected changes in the economic landscape. These forces will shape the trends ahead and drive our tactics and strategies. We will also:

  1. Assess business demand for the rest of 2021 and for 2022.
  2. Look at a system of key leading indicators that are proven to signal cyclical turns in the economy and markets.
  3. Present market outlooks and discuss issues that have an impact on your profitability via resource allocation, budgets, expectations, and strategic planning.
  4. Present the unintended consequences of the massive stimulus programs and infrastructure spend that will impact businesses in the years ahead.
  5. Assess interest rate and other financial market trends, including the latest information on stock market performance.


Few young economists present their insights with the authority, accuracy, and humor that Connor Lokar brings to the stage. From the intimate executive retreat to the standingroom-only keynote, he delivers with charm and candor, rousing and enlightening all who attend his talks.

As a millennial, Connor brings a new perspective to the world of economics, delivering ITR’s industry-leading accuracy to current C-suite executives while forging connections with the next generation of business leaders.

Connor specializes in construction but consults and presents to businesses across all industries, helping them grow revenue and remain profitable through an everchanging business cycle.

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

Wholesale distribution companies participating in the 2021 Large Company CEO Roundtable:

  • A M Insight LLC
  • B 2 B Industrial Packaging
  • Ball Horticultural
  • Blevins Inc
  • Brenntag North America Inc
  • Chattanooga Shooting Supplies Inc
  • COE Distributing
  • Ewing Irrigation & Landscape Supply
  • Field Fastener
  • First Supply LLC
  • Gardner Inc
  • Gustave A Larson Co
  • High Performing Culture
  • I S C O Industries LLC
  • I T R Economics
  • Levitt Safety LTD
  • Medart Engine & Marine
  • Nelson Jameson Inc
  • Nichols
  • Pace Supply Corp
  • Palmer-Donavin Co
  • Parksite Inc
  • Piedmont Plastics Inc
  • Plumbers Supply Co
  • Power & Telephone Supply Co
  • Reliable Parts
  • Resnick Distributors
  • Shorr Packaging Corp
  • Turtle & Hughes Inc
  • Womack Machine Supply

NAW Large Company CEO Roundtable Participants from 2017-2020

  • Allied Electronics
  • Ball Horticultural Co
  • Banner Solutions
  • Bossard Inc
  • Bryan Equipment Sales Inc
  • Buckles Smith Electric Co
  • Building Material Distributors Inc/BMD
  • Building Products
  • C H Briggs Company
  • Coastal Construction Products
  • COE Distributing
  • Continental Batteries
  • Cope Plastics Inc
  • Electric Supply Inc
  • Ewing Irrigation Products
  • Fairmont Supply Co
  • Field Fastener
  • First Supply LLC
  • Galleher Hardwood Co
  • Gustave A Larson Co
  • Highline Aftermarket
  • I D N/H Hoffman Inc
  • I P S Packaging
  • I S C O Industries LLC
  • IEWC
  • Johnson Supply
  • Kennicott Brothers
  • Kimball Midwest
  • Lawson Products Inc
  • Miltons Distributing Co Inc
  • N M C Group Inc
  • National Oak Distributors Inc
  • Nelson Jameson Inc
  • Nichols
  • North American Plastics
  • ORS Medco
  • Pacesetter
  • Palmer Donavin Mfg Co (The)
  • Parksite Inc
  • Piedmont Plastics Inc
  • Plumbers Supply Co
  • Plumbing Distributors Inc
  • Power & Telephone Supply Co
  • Reeb Millwork Corp
  • Setpoint Integrated Solutions
  • Shorr Packaging Corp
  • Skidmore Sales & Distributing
  • Source North America Corp
  • Team Horner
  • TriMark USA
  • Turtle & Hughes Inc
  • 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
  • Gustave A. Larson Company
  • Haines
  • Highline Aftermarket
  • Team Horner
  • 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
  • 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

You can click here to reserve your hotel room:

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


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.