Delivering for Best-in-Class Wholesaler-Distributors

May 1-2, 2018 at the O’Hare Hilton

“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 - May 1, 2018

2:30 PM – 3:00 PM
Registration

3:00 PM – 4:30 PM
Opening Session & Discussion
Amazon’s Big Bang Comes to Distribution: A Call to Action

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

Is your business ready for the Amazon Era? How will you need to change? If we believe that the defining mantra of our times is Transform or Be Left Behind, we still need to answer the question: Who Changes What and How?

SPA’s CEO, David Bauders, will provide a comprehensive, data-driven presentation to help you:

  • Identify the nature and magnitude of the risks & opportunities facing distributors
  • Understand clearly how much of your revenue is at risk, by product/vendor category, customer category, and revenue type (project, contract, etc.)
  • Identify & Quantify what needs to change, and by how much. COGS, Pricing, SG&A, Inside vs Outside Sales Mix, E-Commerce, SG&A, Inventory, OpEx
  • Build & Deploy Change-Management PlayBooks. Who does what? What skills and tools do they need to succeed? What are their KPIs?

The Amazon Era will present growth opportunities for those distributors who quickly transform critical economic and human-capital resources to exploit the new reality. For those who fail to act – that is, to transform – the future will be less kind. This presentation will provide a clear perspective and playbooks to drive successful adaptation.

ABOUT THE SPEAKER

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 (www.epicor.com), 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.

4:30 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

Make sure to reserve your seat for 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.

Day 2 - May 2, 2018

7:00 AM – 7:45 AM
Breakfast

8:00 AM – 9:30 AM
Opening Session & Discussion
Analyze and Mitigate Credit Card Fees with an Annual Check-up

 

Dan Hatcher
CEO and Co-Founder, Unified Commerce Solutions

Madeline W. Long
Vice President of Product and Sales, Unified Commerce Solutions

Credit card fees and merchant statements can be difficult to understand, even for the most adept controllers and CFOs. MasterCard and Visa’s biannual rate adjustments add to the complexity, making it a challenge for wholesaler-distributors to ever know what rate they are being charged. Just like your personal health, your business, and particularly your merchant statement, needs an “annual check-up” to identify what rate you are paying and how to improve your business health.

This session will include a demonstration where actual merchant statements will be dissected to expose “real rates” and how to mitigate them.

Takeaways:

  • Learn to decipher your merchant statements and the rates you are paying for credit card acceptance
  • Recognize the fees for PCI-Compliance and how compliance protects your business
  • Navigate the complex fees charged by Visa, MasterCard and other card brands

ABOUT THE SPEAKERS

With more than two decades as a sales & marketing industry leader, Dan Hatcher has been instrumental in the creation and development of several key U.S.-based Sales facilities that are dedicated to partnering with the nation’s premier professional and trade associations, financial institutions, software developers, service providers and national franchises.

Most recent ventures include:

  • CapitalOne Merchant Services, Comerica Merchant Services, The Bank of NY and more than 130 additional financial institutions, plus AT&T Small Business, Genuine Parts Co/NAPA, Wendy’s, Domino’s, Five Guys and Party City.
  • National Federation of Independent Businesses (NFIB), National Association of Wholesaler-Distributers (NAW), National Association of Home Builders (NAHB), American Academy of Family Physicians (AAFP), American Society of Plastic Surgeons (ASPS), and many more.

Dan also managed all Sales and Operations at Solveras Payment Solutions, including business development, retention, integrations, and client care.

With a unique approach to talent acquisition and development, Dan builds premier cross-functional teams that are highly relational, customer-focused and solutions-oriented.

As Vice President of Sales, Madeline Long oversees all sales operations, personnel, sales enablement and revenue generation activity at Unified Commerce. Additionally, she leads Go-to-Market Product Initiatives, Pricing Strategy and has oversight of contractual Affinity Partnerships.

A Senior Executive with more than a decade of Sales Management experience in the payments industry, her accomplishments include driving a record breaking 66% revenue growth for one of the nation’s largest payment processors and achieving12% revenue growth year-over-year for multiple years with another leading payments processor.

Her strengths in strategic planning and negotiation are evidenced by her success in launching one of the largest strategic Financial Institution partnerships and achieving highest sales revenue among her peer sales directors in previous roles with large payment processors. Madeline attributes her successes to her cornerstone philosophy of honesty and integrity, and “when you operate from a place where you truly care, great things happen.”

9:30 AM – 9:45 AM
Break

9:45 AM – 11:00 AM
General Session & Discussion
Customer Facing Payment Options and How to Leverage Them to Your Advantage 

 

Dan Hatcher
CEO and Co-Founder, Unified Commerce Solutions

Madeline W. Long
Vice President of Product and Sales, Unified Commerce Solutions

Protecting margins and unlocking discounts are of top importance to wholesaler-distributors. A successful part of any business strategy is to ensure a streamlined flow of revenue, and importantly, recognizing customers’ preferred payment methods to offer options that fit their needs as well as yours. This session provides an in-depth look at the many ways wholesaler-distributors can accept payments, options that customers want and that benefit your business, as well as insight into payment methodology and trends for today and tomorrow.

Takeaways:

  • Learn about customer’s payment preferences and how your business benefits by providing payment options for customers
  • Understand customer-facing payment trends and the technology you can leverage today

Get ahead of your competitors with insight into where the payment industry is moving.

ABOUT THE SPEAKERS

With more than two decades as a sales & marketing industry leader, Dan Hatcher has been instrumental in the creation and development of several key U.S.-based Sales facilities that are dedicated to partnering with the nation’s premier professional and trade associations, financial institutions, software developers, service providers and national franchises.

Most recent ventures include:

  • CapitalOne Merchant Services, Comerica Merchant Services, The Bank of NY and more than 130 additional financial institutions, plus AT&T Small Business, Genuine Parts Co/NAPA, Wendy’s, Domino’s, Five Guys and Party City.
  • National Federation of Independent Businesses (NFIB), National Association of Wholesaler-Distributers (NAW), National Association of Home Builders (NAHB), American Academy of Family Physicians (AAFP), American Society of Plastic Surgeons (ASPS), and many more.

Dan also managed all Sales and Operations at Solveras Payment Solutions, including business development, retention, integrations, and client care.

With a unique approach to talent acquisition and development, Dan builds premier cross-functional teams that are highly relational, customer-focused and solutions-oriented.

As Vice President of Sales, Madeline Long oversees all sales operations, personnel, sales enablement and revenue generation activity at Unified Commerce. Additionally, she leads Go-to-Market Product Initiatives, Pricing Strategy and has oversight of contractual Affinity Partnerships.

A Senior Executive with more than a decade of Sales Management experience in the payments industry, her accomplishments include driving a record breaking 66% revenue growth for one of the nation’s largest payment processors and achieving12% revenue growth year-over-year for multiple years with another leading payments processor.

Her strengths in strategic planning and negotiation are evidenced by her success in launching one of the largest strategic Financial Institution partnerships and achieving highest sales revenue among her peer sales directors in previous roles with large payment processors. Madeline attributes her successes to her cornerstone philosophy of honesty and integrity, and “when you operate from a place where you truly care, great things happen.”

11:00 AM – 12:00 PM
Open Discussion

This session is set aside for you to raise any issue you would like and have the group provide their thoughts. 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
U.S. Tax Reform: Opportunities and Challenges

David E. Sites
Partner, International Tax Technical Leader, Washington National Tax Office at Grant Thornton

With the enactment of U.S. tax reform, significant opportunity exists for organizations that are proactive in the face of the changing landscape. This presentation will focus on the practical considerations associated with the Tax Cuts and Jobs Act, how the tax planning paradigm has changed, and how business leaders can capitalize on the new provisions. Opportunity also comes with risks and challenges, and planning will require keen insight into how the law will impact wholesalers and their related supply chain. This presentation will equip participants with the information necessary to gain visibility into potential challenges and options for addressing them.

ABOUT THE SPEAKER

David leads the firm’s International Tax Technical practice and is based in Washington DC. He has been practicing in public accounting since 1999 and has been with Grant Thornton LLP since 2002.

He focuses his practice on global tax planning, cross border merger and acquisition structuring, and working with global organizations in a variety of other practice areas.  David also has extensive experience in U.S federal income tax planning, tax due diligence, direct and indirect tax planning, foreign tax credit optimization, tax efficient intellectual property planning, U.S inbound and outbound investment tax strategy, specialized aspects of foreign asset and account reporting, and has deep experience regarding the application of ASC 740 to worldwide consolidated financial statements being prepared in accordance with Generally Accepted Accounting Principles.

Industry experience

David has served a wide array of organizations in various industries including: manufacturing, technology, life sciences, global franchise businesses, service organizations and retailers.  David also has experience advising various asset management firms on cross border structuring and investment planning.

Recently, David has focused significantly on the international aspects of United States Tax Reform evaluating the potential impact of legislative changes on his clients.

David also acts as a liaison for his clients between Grant Thornton, LLP (U.S.) and Grant Thornton member firms around the world.  David’s history of working on complex cross-border tax issues coupled with his personal relationships with professionals around the globe provides his clients with unique access to coordinated global advice leading to better tax planning outcomes.

David currently serves as Vice Chair of the AICPA’s International Tax Technical Resource Panel.

Education

David has a bachelor’s degree in accounting from the University of North Carolina at Charlotte.

2:00 PM – 2:30 PM
Set Agenda for Next Meeting Scheduled for November 6-7, 2018

2:30 PM
Adjourn

NAW Large Company CFO Roundtable Participants, Spring 2018

The following wholesale distribution companies attended the Spring 2018 Large Company CFO Roundtable:

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