Delivering for Best-in-Class Wholesaler-Distributors

November 6-7, 2018 at the Hilton O’Hare in Chicago

Add to Calendar 20181106T153000Z 20181107T153000Z America/New York NAW Large Company CFO Roundtable, Fall 2018
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We are currently in the process of finalizing our 2018 program. Please check back  for updates. Please contact Tara Mostatab at tmostatab@naw.org if you have any questions.

“Perspective. It’s a chance to get away from the office and be exposed to speakers on the cutting edge of technology, politics and the economy.”

Doug Evans, CFO – Hirsch Pipe & Supply Company

The NAW Large Company CFO Roundtable for direct members was created as a new mechanism for the financial executive of large distribution enterprises to network with non-competing peers in multiple lines of trade on key finance issues.

This by invitation roundtable is composed of executives from large companies that meet in Chicago two times per year and is highly interactive. The annual fee is $1,500 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 a senior level alternate who can take the place of the finance executive, 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 tmostatab@naw.org.

Eligibility: Companies with $100M to $1B in annual revenue
The NAW Large Company 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 CFO Roundtable Preliminary Agenda

Day 1 - November 6, 2018

2:30 PM – 3:00 PM
Registration

3:00 PM – 4:30 PM
Opening Session & Discussion
Get Ahead of the Technology Curve or Get Crushed by It

Scott Simpson
President and CEO, BlueTarp

Modernizing the B2B customer experience for the digital age—and the risks of not doing so—is a challenge retailers and suppliers are facing in nearly every vertical. Using a blind case study, we’ll highlight a multi-billion dollar retail supplier seeking to rapidly grow their market share with small and medium size businesses. We’ll walk through the brick-and-mortar and online competitive threats they face (i.e. Amazon Business) and how they are transforming the customer experience, sales strategy, and servicing model to position themselves to succeed.

The discussion will include:

  • How commercial customer experience expectations are changing
  • How to insulate against Amazon Business and other competitive threats
  • How to transform the ‘back office’ billing and payment experience from an attrition driver to a competitive sales weapon

ABOUT THE SPEAKER

Scott Simpson joined BlueTarp in 2012 as President and Chief Executive Officer, and has spent the majority of his twenty plus year career in financial services helping businesses grow more rapidly through the effective use of credit. Prior to joining BlueTarp, Scott served as Vice President of Marketing and General Manager at Capital One Point of Sale, a company focused on helping doctors and contractors close more sales using point-of-sale financing. In addition to other leadership positions at Capital One, Scott also served as Vice President of Small Business Marketing at Vistaprint, an eCommerce leader in customized print and marketing services for small businesses.
Scott holds an MBA from the Tuck School of Business at Dartmouth and a BA from The College of William and Mary.

4:30 PM – 4:45 PM
Where do you stand among your peers regarding digital investments?

Lisa Balter Saacks, BlueTarp
Vice President of Business Development

Lisa Balter Saacks will share the results of Blue Tarp’s survey to NAW members unveiling distributors’ biggest business challenges and their priorities when making digital investments.  See where you stand among your peers in planning and executing new technologies.

ABOUT THE SPEAKER

Lisa Balter Saacks has more than two decades of expertise in business development, sales and executive management experience in FinTech, financial media and banking. Most recently, she ran global business development and sales at Gust, a SaaS funding platform used to source and manage early stage investment in 190 countries. Prior to Gust, she led Strategic Partnerships at SecondMarket, the marketplace for alternative investments.

4:45 PM – 6:00 PM
Break

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

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

7:00 PM – 9:30 PM
Large Company Executive Dinner

Day 2 - November 7, 2018

7:00 AM – 7:45 AM
Breakfast

8:00 AM – 9:30 AM
Opening Session & Discussion
How to Minimize and Manage Risk 

Steve Robinson
National Cyber Leader, Gallagher – Risk Placement Services Division

Steve Robinson, National Cyber Practice leader for Risk Placement Services, a division of Arthur J. Gallagher & Co. will discuss:

  • Unique cyber risk exposures for wholesaler-distributors
    • It’s more than just breach of personally identifiable information
    • Impact on supply chain and resulting loss of revenue implications
  • How properly designed cyber insurance programs can help transfer risk from a financial, operational and reputation perspective
  • Trends in claims and how insurance policies are responding and evolving
  • Beyond insurance, utilizing pre and post-breach resources to mitigate risk and impact

Participants will come away with a better understanding of the risks to their organizations and how to effectively leverage insurance and resources to mitigate loss in this ever-evolving area of risk.

ABOUT THE SPEAKER

Steve Robinson is the National Cyber Practice Leader for Risk Placement Services, Inc. (RPS), a division of Arthur J. Gallagher & Co. RPS has specific expertise in Cyber insurance program development for businesses, non-profits and public entities of all sizes in a variety of industry verticals. A graduate of the University of South Carolina, Steve has been with Gallagher since 1995 and his public speaking engagements have included the national Advisen Cyber Liability Insights Conference, the ACI Cyber and Data Risk Insurance Litigation Conference, the national Cyber Liability Insurance ExecuSummit, and, as a panelist discussing Cyber risk insurance trends before the Federal Insurance Office at the United States Treasury.

9:30 AM – 9:45 AM
Break

9:45 AM – 11:00 AM
General Session & Discussion
Inside vs. Outside Sales: How to Create a Successful Sales Team 

Mark Wallace
Senior Client Partner, Korn Ferry

This session will focus on how to apply your selling model and value proposition to the sales organization in the most cost effective manner. Leveraging more expensive Outside Sales roles by appropriately building Inside Sales is critical to sustained profitable growth. There are challenges to consider such as revenue at risk, customer satisfaction, growing share of wallet, solution selling among many others. During the discussion, we will review multiple case studies in this industry and others. The objective will be to clearly identify best practices and tactical steps to balance duties between Inside and Outside Sales, walk through typical roles in both groups. Using examples, we will also discuss best methods to engage, reward and lead these roles.

Following the session, participants will be able to:

  • Understand best practices, roles and issues related to Inside versus Outside Sales
  • Allocate steps in the sales and account management processes to appropriate roles (eg role design)

Understand how to coordinate these roles to ensure

  • Proper hand-offs
  • Strategic selling
  • Empowered account management

ABOUT THE SPEAKER

Delivering results for clients

  • Marc Wallace is a Senior Client Partner based in Korn Ferry Hay Group’s Chicago office.
  • Mr. Wallace focuses on solutions to enable improved performance from sales forces.
  • Mr. Wallace has worked in a wide variety of industries addressing assessment and pay issues. He has worked in the consumer and commercial banking, insurance, consumer products, financial, manufacturing, and other industries.

Expertise

Mr. Wallace is accountable for direction of Hay Group’s Incentive Pay and Sales Effectiveness practices as well as projects in general rewards practices and executive compensation. In recent years, his work with clients and research in the field has been published in the New York Times, Personnel, Workspan, World at Work Journal, HR Magazine, Pharmaceutical Executive, and other publications.

He is a frequent speaker on rewards topics in addition to assisting clients to strategically address critical compensation issues.

Academic and Professional background

Mr. Wallace received his bachelor degree in economics from the University of Wisconsin in Madison, WI. He has an MBA from the Thunderbird International School of Management in Phoenix, AZ, and a certification in administration from the University of Aix-Marseille in Aix-en-Provence, France. He is a WorldatWork Certified Sales Compensation Professional.

11:00 AM – 12:00 PM
Open Discussion – Overall Employee Benefits Evaluation

This session is set aside for you to raise any issue you would like and have the group provide their thoughts. This year, the first half of this session will be dedicated to talking about overall employee benefits offering. 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 Operations Roundtable

This is the “halftime” period where you meet up with all of the Large Company senior executives at this week’s Roundtable to compare ideas and benchmark across disciplines. Both the CFO and Operations executives will attend this joint lunch.

1:00 PM – 2:00 PM
Closing Session & Discussion
What is the Perfect Sales Compensation Structure?

Mark Wallace
Senior Client Partner, Korn Ferry

A significant source of cost and lack of engagement is not having the right sales compensation structure. Misalignment between what the sales role has to do and how it is paid will result in poor business performance and turnover. This session will focus on key commercial roles, types of selling and how to match the appropriate sales compensation structure to the job. We will walk through the key elements that need to be covered, from Compensation Philosophy to Communication, as well as address several misconceptions about sales compensation. The discussion will include several examples of when to use specific types of plans and how they link to business performance.

Following the session, participants will be able to:

  • Identify different incentive plan structures
  • Match incentive plans to roles and business needs
  • Comprehensively design sales incentives to include structure and context
  • Evaluate sales compensation plans to identify and resolve gaps efficiently

ABOUT THE SPEAKER

Delivering results for clients

  • Marc Wallace is a Senior Client Partner based in Korn Ferry Hay Group’s Chicago office.
  • Mr. Wallace focuses on solutions to enable improved performance from sales forces.
  • Mr. Wallace has worked in a wide variety of industries addressing assessment and pay issues. He has worked in the consumer and commercial banking, insurance, consumer products, financial, manufacturing, and other industries.

Expertise

Mr. Wallace is accountable for direction of Hay Group’s Incentive Pay and Sales Effectiveness practices as well as projects in general rewards practices and executive compensation. In recent years, his work with clients and research in the field has been published in the New York Times, Personnel, Workspan, World at Work Journal, HR Magazine, Pharmaceutical Executive, and other publications.

He is a frequent speaker on rewards topics in addition to assisting clients to strategically address critical compensation issues.

Academic and Professional background

Mr. Wallace received his bachelor degree in economics from the University of Wisconsin in Madison, WI. He has an MBA from the Thunderbird International School of Management in Phoenix, AZ, and a certification in administration from the University of Aix-Marseille in Aix-en-Provence, France. He is a WorldatWork Certified Sales Compensation Professional.

2:00 PM – 2:30 PM
Set Agenda for Next Meeting Scheduled for April 30-May 1, 2019

2:30 PM
Adjourn

NAW Large Company CFO Roundtable Members

  • Benco Dental Co
  • Blevins, Inc.
  • Building Material Distributors
  • Climatic Corp (The)
  • Cope Plastics Inc
  • Distribution Management
  • Etna Supply Co
  • First Supply LLC
  • Gustave A Larson Co
  • Highline Aftermarket
  • H I S C O
  • Hirsch Pipe & Supply Co
  • I S C O Industries
  • Kennicott Brothers
  • Kimball Midwest
  • L & R Distributors Inc
  • Lawson Products Inc
  • P A C E Inc
  • Palmer Donavin Mfg Co (The)
  • Parksite Inc
  • Piedmont Plastics Inc
  • Polymershapes
  • R J Schinner Co Inc
  • Roberts Oxygen Co
  • Tri West Ltd
  • U S Lumber Group
  • Womack Machine Supply Co

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

  • Allied Wire & Cable
  • Benco Dental Co
  • Electric Supply Inc
  • First Supply LLC
  • H I S C O
  • Highline Aftermarket
  • I P S Packaging
  • Kennicott Brothers
  • Kimball Midwest
  • National Tube Supply Co
  • Omni Cable Corporation
  • P A C E Inc
  • Palmer Donavin Mfg Co
  • Plumbing Distributors Inc
  • Polymershapes
  • Roberts Oxygen Co Inc
  • Winzer Corp
  • Womack Machine Supply Co

The following wholesale distribution companies have attended previous Large Company CFO Roundtables:

  • Benco Dental
  • Blevins
  • BMD, Inc
  • Boelter Companies
  • Cope Plastics
  • Curbell Plastics
  • Distribution Management Inc
  • Dominion Electric Supply
  • ETNA Supply
  • First Supply
  • Gustave A Larson Co.
  • Highline Aftermarket
  • Hirsch Pipe & Supply
  • H I S C O
  • Horner Xpress
  • Hub Construction Specialties
  • I S C O Industries, LLC
  • L&R Distributors
  • Laird Plastics
  • Lancaster/The Merit Distribution
  • Lawson Products
  • Lipsey’s, LLC
  • Martin Inc
  • nexAir
  • NMC Inc
  • Omni Cable
  • P A C E, Inc.
  • Pacesetter
  • Palmer Donavin Mfg Co., (The)
  • Pacific Seafood Group
  • Parksite Inc
  • Piedmont Plastics
  • Reeb Millwork
  • RJ Schinner
  • Roberts Oxygen Co Inc
  • Summit Electric Supply
  • SYSCOM/EPCOM
  • T&A Supply Company
  • Tri West, Ltd.
  • United Pipe & Steel
  • US Lumber Group
  • Womack Machine Supply Co

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

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