Delivering for Best-in-Class Wholesaler-Distributors

April 30-May 1, 2019 at the Hilton O’Hare in Chicago

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

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 Agenda

Day 1 - April 30, 2019

2:30 PM – 3:00 PM

3:00 PM – 4:30 PM

Opening Session & Discussion
Freight Cost Recovery: Lessons From The Pros and Your Peers

Crenna Rodholm
VP of Client Services, Mihlfeld & Associates

Data, processes, and systems are the key components to freight cost recovery and billing. Outside influences such as the competition, the clients expectations, and lack of management’s oversight also play a large role in what can be accomplished in freight recoupment. As clients become more demanding of information regarding shipping cost options and delivery times, some companies struggle to find ways to bill freight to cover costs, create a revenue stream, or to stay competitive.

The major take-aways for this presentation are:
• Importance of the Finance Executive’s involvement in transportation pricing and negotiations.
• Pricing negotiation strategies for each mode of transportation
• Freight pricing strategies that create billing consistencies, customer satisfaction, and revenue streams.
• Gathering, analyzing, and using data to recover freight costs, bill consistently, avoid surprise charges on the back-end, and provide management with tools and measurements to ensure profitability.


Crenna’s leadership at Mihlfeld & Associates is built upon providing strategic value, organizational success, and knowledge of the freight industry. Experienced in freight cost billing and recovery, Crenna has managed transportation programs for companies with revenues ranging from $10 million to $4 billion. As Mihlfeld enters its 25th year, Crenna keeps the focus on cost reduction, data visibility, and process improvement for each client. Having collaborated with over 800 clients across multiple industries, specifically business professionals responsible for driving profitability, Crenna understands the importance of accountability to the bottom line.

4:30 PM – 6:00 PM

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
What in the World is Going On in Washington!

Seth Waugh
Associate Vice President–Government Relations, NAW

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.

Seth Waugh, NAW Associate Vice President – Government Relations, will be joining us as our dinner speaker this year. Seth will share his insights on what the heck is going on in Washington, whether anything will actually get done this year, and how NAW is working with Congress and the regulatory agencies, to benefit the entire $6 trillion wholesale distribution industry.


Seth Waugh is NAW’s Associate Vice President-Government Relations, with primary responsibility for transportation and infrastructure. He also serves as Deputy Political Director of the NAW Political Action Committee. Prior to joining NAW, Seth served as Director of Government Affairs for the Portland Cement Association. He also lobbied for the National Shooting Sports Foundation, the Enlisted Association of the National Guard of the U.S., and the National Association for Biomedical Research. He managed the grassroots operations across 14 states for the National Rifle Association and spent nearly five years on the staff of the late U.S. Senator George Voinovich (R-OH). He also worked for the Ohio House of Representatives and on political campaigns throughout the country.

Day 2 - May 1, 2019

7:00 AM – 7:45 AM

8:00 AM – 9:30 AM
Opening Session & Discussion
How to Win the War for Talent: Strategies for Recruiting and Retaining Talent in a Tight Labor Market

William F. Ziebell 

CEO, Gallagher Benefit Services

In today’s tight labor market, it is difficult to recruit and retain top talent.  Strong companies are looking at different strategies outside of just offering competitive salaries. Some companies are offering flextime and summer Fridays to help attract and retain millennial employees. Providing opportunities for career development is also a great strategy to recruit top talent. Other strong companies offer great medical insurance, or 401K plans help retain top talent. At this session, you’ll hear from leading experts who will give you “out of the box” ideas on how to win the war for talent.


William F. Ziebell joined Gallagher in 2000, working as a Producer and Manager for the employee benefits consulting and brokerage operation in the Troy, Michigan office. In 2002, he assumed the role of Assistant Branch Manager for the operation’s Chicago branch, where he was named Branch Manager in 2003. He has managed the region since 2004, and was promoted from Executive Vice President, North Central Region to Chief Executive Officer in 2017.

Mr. Ziebell began his career with Ernst & Young as a CPA, and has more than 25 years of sales and leadership experience. Throughout his career, he has led the way in centralizing and enhancing critical client services such as financial reporting and underwriting, wellness and employee communications.

9:30 AM – 9:45 AM

9:45 AM – 11:00 AM
General Session & Discussion
Four Ways to Protect Yourself From Risk In an Uncertain Economy 

Scott Simpson
President and CEO, BlueTarp

As the economy continues to show signs of slowing, it’s wise to engage in ‘healthy paranoia’. We’ll reveal our own delinquency data from 100,000 business buyers and look at how rising risk levels compare to the Great Recession. We’ll share our latest quarterly Economic Index that compiles our customers’ spending and delinquency data as well as macro-economic factors like consumer confidence.  We’ll provide attendees with four practical ways they can use this healthy paranoia to cautiously shore up their exposure to credit risk including:

  • How to protect yourself from a loss that becomes a business-threatening crisis.
  • How to assess your existing credit policy and handle customers that make you nervous.
  • How to stay on top of changing customer risk profiles and avoid surprises
  • How to review and expand your liquidity


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.

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
Acquisition Integration – After the Deal is Done

Jack P. Healey
CEO, Bear Hill Advisory, LLC

Acquisitions follow a known process- identify, evaluate, negotiate, due diligence, close and integrate. While integration is the last of these processes to occur sequentially, it is an integral part of the business acquisition evaluation process.

Once an organization has been acquired; a myriad of issues (risks) present themselves- anticipating these issues early will provide for more efficient and effective business integration.  This discussion will focus on the information system and human elements of integration and how to manage expectations and outcomes during the entire acquisition process.

Learn about the acquisition process and how to capitalize on opportunities and avoid pitfalls associated with the acquisition of distribution companies. The discussion will focus on the topics of risk identification, information system and data integration concerns and the impact of human resource realignment and integration

  • What is the standard acquisition process for distribution organizations
  • What steps are the most important in assuring a positive outcome
  • Once an acquisition is completed- what are ‘best practices’ for a successful integration
  • How do you identify and resolve the issues associated with information systems and data analytics
  • What should you do throughout the acquisition process to ensure a successful integration of the people of the existing and newly acquired organization
  • Summary of Do’s and Don’ts for a successful acquisition


Jack Healey has extensive experience in operational performance enhancement, business risk/crisis management, process improvement and financial re-engineering. Jack formed Bear Hill Advisory Group in 2009 to help management preserve the value of their businesses while navigating business risk.

Mr. Healey’s career includes more than 30 years of negotiating and executing business acquisitions and corresponding business integration plans.  First advising clients as a partner in a CPA firm, and then as an operational CFO/COO of a highly acquisitive public company and now currently works with private equity firms focused on identifying business risks and transforming those risks into value by redesigning or redesigning business processes or systems.  He focuses on improving business processes in all functional areas, information systems effectiveness, and data integration/availability and organization resiliency.

In 2014 he developed the Business Crisis Diagnostic and Prevention Model™ which provide businesses with the frame work necessary to identify indicators of unacceptable risk before they impact the businesses profitability, brand and reputation. Through this proprietary process, businesses can identify the hidden risks inherent in their organization and develop deterrence, containment and remediation plans prior to the loss of profits, reputation or employees well-being. This model has been adopted by his clients as both a risk management tool for existing businesses as well as a method to find the hidden value and risk in potential acquisition targets.

He is a licensed Certified Public Accountant, Certified in Financial Forensics, SOC for Cybersecurity and Cybersecurity Business Advisory Services and is a Certified Fraud Examiner. He is a member of the National Association of Corporate Directors, Information Systems Audit and Control Association, American Institute of Certified Public Accountants and the Association of Certified Fraud Examiners. He graduated Magna Cum Laude from Syracuse University, Syracuse, New York with a BS-Accounting/CPA and currently serves on Corporate and Advisory Boards as a financial and cybersecurity expert.

2:00 PM – 2:30 PM
Set Agenda for Next Meeting Scheduled for November 5-6, 2019

2:30 PM

NAW Large Company CFO Roundtable Members

  • Benco Dental Co
  • Blevins, Inc.
  • Building Material Distributors
  • Climatic Corporation
  • Cope Plastics
  • Distribution Management
  • First Supply
  • Gustave A Larson Company
  • Highline Aftermarket
  • Hisco
  • Hirsch Pipe & Supply Company
  • ISCO Industries
  • Kennicott Brothers
  • Kimball Midwest
  • L&R Distributors
  • Lawson Products
  • PACE Inc
  • Palmer-Donavin
  • Parksite Inc
  • Piedmont Plastics Inc
  • Polymershapes
  • RJ Schinner
  • Roberts Oxygen
  • Tri-West, Ltd
  • U.S. Lumber Group
  • Womack Machine Supply

The following wholesale distribution companies are registered for the Spring 2019 Large Company CFO Roundtable:

  • Allied Electronics
  • Coastal Construction Products
  • Field Fastener
  • First Supply
  • Grabber Construction Products
  • Highline Aftermarket
  • ISCO Industries
  • Kimball Midwest
  • Lawson Products
  • Palmer-Donavin
  • Piedmont Plastics
  • Plumbing Distributors
  • RelaDyne
  • Winzer Corp
  • Womack Machine Supply

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
  • Dominion Electric Supply
  • First Supply
  • Gustave A Larson Company
  • Highline Aftermarket
  • Hirsch Pipe & Supply
  • Hisco
  • Team Horner
  • Hub Construction Specialties
  • ISCO Industries
  • L&R Distributors
  • Laird Plastics
  • Lancaster – The Merit Distribution
  • Lawson Products
  • Lipsey’s
  • Martin Inc
  • nexAir
  • NMC Group Inc.
  • Omni Cable
  • PACE, Inc.
  • Pacesetter
  • Palmer-Donavin
  • Pacific Seafood Group
  • Parksite Inc
  • Piedmont Plastics
  • Reeb Millwork
  • RJ Schinner
  • Roberts Oxygen Company
  • Summit Electric Supply
  • T&A Supply Company
  • Tri-West, Ltd.
  • United Pipe & Steel
  • US Lumber Group
  • Womack Machine Supply

Meeting Location:
Chicago Hilton O’Hare
10000 W O’Hare Ave.               Click Here to Book Your Room
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.